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August 1, 1988


By CBR Staff Writer

IBM vice president Bill Grabe, who has now assumed the role of assistant general marketing manager in the US Marketing & Services Division, was in town yesterday to deliver a hurried AS/400 update: orders for the machine have apparently exceeded even the most aggressive of targets, and lie in the thousands region – naturally precise figures were not revealed; contrary to expectations, however, some 60% of orders have been for the high end Models 30 to 60, a phenomenon which IBM puts down to small and medium sized businesses thinking big, and a corporate determination not to repeat 9370 marketing mistakes, by making sure that message and product positioning got across to about 300,000 relevant folks.

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