3Q Marius Vasile, mid-market sales manager at IBM Romania

What are the top three most popular IBM solutions on the mid-market?

One type of solution most in demand on the mid-market in the last quarter was business analytics and optimization solutions, because companies need to know the trends on the market. The second type is cloud computing, which offers the optimization of resources and flexibility of the hardware and software infrastructure. Thirdly, many of our clients want resilience, disaster recovery and business continuity solutions. Everyone needs to have access to information 24/7 throughout the year. It was proven that very many companies which did not have access to information lost market share, in the best case scenario, and were even dissolved in some cases.

In 2010, there was a trend that saw everybody want an optimized and dynamic infrastructure and to cut costs. To a great extent, this has happened and now they are seeking to integrate this infrastructure with the respective applications on the business side.

What domains do IBM Romania’s mid-market clients come from?

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They come from all domains. We have all the industries in the mid- market portfolio: local public administrations, manufacturing, retail, public and private hospitals and medical centers, private and public education units. We also have a small component in financial services.

What are the characteristics of the mid-market in Romania?

There are various approaches as to what mid-market means. It does not include the public and government system such as ministries, agencies and governmental institutions, nor multinational companies, the financial services, utilities, telco and oil & gas. For the rest, all companies can be part of the mid-market. These companies can have between 5 employees and 1,500 employees. Of course, there are multinational companies with a presence in Romania that do not have 1,000 employees, but they are not considered part of the mid-market.

otilia.haraga@business-review.ro