Post-Merger Integration: How I.B.M. and Lotus Work Together

AT 8:25 A.M. on Monday, June 5, 1995, Jim Manzi, chief executive of the Lotus Development Corporation, received an unexpected phone call from Louis V. Gerstner Jr., the chairman and chief executive of the International Business Machines Corporation.

I.B.M., Mr. Gerstner said, had just tendered an all-cash offer of $64 a share for Lotus, a storied software maker in Cambridge, Mass., and he hoped Mr. … [ Read more ]

From direct to hybrid marketing: a new IBM go-to-market model

This case looks at how IBM has modified its selling structure to accomodate various changes in the IT market environment, specifically in the Italian market.