UBS: Apple “dictating the terms” in relationship with IBM


Last July, when IBM and Apple announced their pact to deliver enterprise-class iOS apps to businesses, it was portrayed as a push into vertical industries like banking and retail. The first of these apps were released in December.

But now UBS analyst Steven Milunovich said the companies are posed to go broader, with IBM building more horizontal supply-chain and other business applications that work across industries that run on Apple devices.

Milunovich’s comments came in a research note Monday which also put [company]Apple[/company] in the driver’s seat here, mandating that IBM sales reps carry Macs pre-loaded with Apple-created presentations. To which I can only say whoo boy. If you know the old [company]IBM[/company], you know that IBMers are very attached to their foils, er, I mean slides.

From Milunovich’s note:

Our checks also indicate that Apple is dictating the terms of customer engagement. IBM sales people are only to have Macs with them running Keynote…

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