IBM Background

NCR

CTR

1920
• NCR (TJ Watson Sr) convicted to 1 year in jail on antritrust charges.
• Overturned, but scapegoated, he leaves the company to become president of CTR, which is languishing.
• Renames CTR to IBM and revamps sales model.

CTR started by Herman Hollerith

in about 1880. Never took off due to lack

of focus.

Revolutionized sales

with modern sales model

• territorial sales

• quotas+incentives

Challenged by the used cash register

market.

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