IBM Table of Contents
What's new                                                             1
Corporate overview                                                     1
  Key executives                                                       2
  Financial performance                                                2
  Organization                                                         5
  Sales and marketing tactics                                          6
  Strategic goals and major claims                                     7
  Major (overall corporate level) claims made by IBM                   7
Product family positioning                                            10
  Competitive performance positioning                                 12
AS/400                                                                14
RS/6000                                                               23
ES/9000                                                               36
Quotes                                                                45

Figures
IBM financial highlights (nine months)                                 3
IBM financial highlights (fiscal year)                                 3
Revenue for nine months ended September 30                             4
IBM revenue by region                                                  4
IBM new business distribution by product line                         11
HP 3000 competitive positioning                                       12
Lo-end competitive positioning                                        12
High-end competitive positioning                                      13
AS/400 shipment demographics                                          15
AS/400 installations by industry                                      16
RS/6000 model mix by units                                            23
RS/6000 revenues by market segment                                    24
RS/6000 revenues by channel                                           24
RS/6000 revenues by industry segment                                  25

Appendix
Cost of ownership comparisons                                          1
RS/6000 POWERstation configuration summary                             5
RS/6000 graphics comparison                                            7
HP Series 700 graphics capabilities                                    7
RS/6000 versus HP 9000 Series 700 system comparison                    8
POWERserver specifications                                            12
AS/400 specifications                                                 15
ES/9000 specifications                                                17

Support
Service mission/target market                                          1
Service offerings                                                      1
Service delivery                                                       3

From Selling Against the Competition Competitive Binder, 5091-6465E,
  9301
Associated files:  ibmtoc.doc
IBM Table of Contents