BusinessWeek raves about IBM India. I think that unit should get its own sales force in the West. Become vertically integrated like various GM divisions of old. From several proposals I have seen from IBM, the India capabilities are grudgingly positioned.
There are plenty of deals which IBM decides to pass on, or badly prices which their Indian unit would have done a better job proposing on. Not easy - Alfred Sloan's thoughts on divisional autonomy have been forgotten even at GM. But, in a SWITCHing market, you still win if you lose to your colleagues than to your competition.
