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Industry should talk to government, not the other way around

Sathya Mithra Ashok | April 2, 2014
In a chat with Reseller News MD of IBM NZ, Rob Lee, discusses the changes that the firm is going through globally, the effects it could have on the NZ market and how the firm is handling the skills shortage that haunts technology firms in the country.

They will apply the Cloud techniques differently in that environment. But they might also be able to use the other Cloud computing techniques for other parts of the business where data sovereignty is not an issue. So it is not a one size fits all. I think there are a number of ways that people will look to applying the technology to what they are doing. That is happening here in NZ.

Q: How do you see the effects of the x86 business sell off in NZ?

RL: We have just announced it. It has not played out yet. We have got a very long way to go on that. So right now for us it is business as usual. So we are right at the start. It is the announcement of an intention. I can't give you an answer on how it plays out.

I am not sure when that transaction will take place, but it has not taken place yet. So it is still very new. We ran that business, and we are still running that business today.

Q: What are the biggest challenges facing IBM in NZ?

RL: There are probably three or four that spring to mind.

The first is to make sure that we are always in touch with what the market wants. That's very much on our people, on our partners, on our network, to make sure we are listening to the market. And then the corollary, is that we are effectively positioning the products, services, solutions not only in response to the market but is shaping and showing the customers the art of the possible.

We also need to do is ensure we are seen as a company that is driving in NZ, but leveraging our global capabilities in this marketplace. So we are the IBM Corporation in NZ and we want to make sure we are leveraging the best of IBM into this marketplace to support what they are doing.

Thirdly, it is important for us to be very focused in what we talk to our customers about, how we engage, leveraging what we do out of the corporation into this market place and be very focused about where we can bring that value.

What we can do for a small business as opposed to a larger organisation are two very different things, It comes down to their appetite, whether they want to transform and therefore what parts of the portfolio can add value to them. Those are the key things.

The way we look to the market and the way we work with our business partners and the way we look at the solutions that we can bring, and how the market reacts to that - it is all about focus. And that is the job we have as a team here, to make sure we are bringing to this market what we think is going to be relevant.


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