Research On Channels Reformation Of IBM In The Background Of Strategy Transformation

In the background of the trend of globalization, scale economy and the increase of fierce competition, a lot of enterprises are working on strategy transformation forwardly or passively. The transformation of strategy is bound to bring about the drifting of channel. More and more companies are focusing on a series of problems such as how to improve the distribution channel, reducing the wastage, maximizing the efficiency to win back the edge of competition. That's how the concept of Channel Integration emerged.Channel integration is actually the readjustments of channel relationships. Each adjustment probably will bring out the shock of the whole channel system. So it seems greatly necessary and important to studying on the countermeasure to strategy transformation in the background of new economy.IT Channel is the living specimen of channel development. Taking IBM for the example one is because of its typical meaning for IT industry owing to reasons known to all and another reason is for the convenience that I can take a survey basing on my working experience. Firstly, we cut in a review of IBM strategy transformation and then we introduce the characteristic of its former channel forms. Subsequently the analysis on IBM channel integration is carrying out. The first part is the analysis on the background of channel integration from the macroscopic view and microcosmic angle, the second part is focusing on the problems related to the train of thought and the goals of integration and then I carry out the analyzing on how to build the channel system. Lastly, we close at the evaluation of the channel integration.Distribution channel is the lifeline of enterprises and the integration is the only way. In the article we studying on the channel integration and revolution of IBM is intend to find out a valuable conclusion to IT companies in our country by the reference of IBM successful experiences.