Big is good, but fast is better, says Jim Corgel, general manager of E-Business Hosting Services at IBM.
IBM wants to be more than just the hosting company for big, international companies. It wants to be the best hosting company. Period.
"Were not trying to become one thing," Corgel says. "Were trying to become a lot of things."
But IBM, with Doug Elix at the helm of the Global Services division, is by no means ignoring its strengths. Forty percent of its hosting revenue comes from outside the U.S., with recent strong growth especially in Asia. And IBMs focus on big business and international customers has helped it to dodge hits from the dot-com downturn.
Eighty percent to 90 percent of the E-Business Hosting Services units revenue comes from Fortune 1000 companies, but Corgel wants to change that.
Corgel says IBM made a mistake by not aggressively countering industry perception that its hosting services are too focused on big businesses to move fast enough and with enough customer service for midsize companies.
"Companies want infrastructure on demand, and we need to send a message that were responding to that need," Corgel says.
He says IBM needs to step up its work on providing managed hosted services coupled with ready-to-roll applications tailored to specific business needs, such as firewalls, storage, Web analytics and a host of mission-critical vertical market programs.
IBMs hope is that its business will increase as its smaller customers grow into bigger enterprises. But IBM knows it will be a challenge to keep up with such fleet-footed companies. "Thats not going to be easy, but we have to focus on being as flexible as possible," Corgel says.