Pictel Sharpens brand image

Article Abstract:

Picture Tel, Danvers, MA, is running an advertising campaign on its videoconferencing technology. It has formed a joint venture with IBM to develop the technology to run desktop computers as video workstations. The system has been advertised in the Wall Street Journal since April 14 1993, and the ads will continue during 1993. It will also be advertised in trade journals including PC Week and Communications Week in summer-1993. The publicity campaign includes a direct sales promotion and a corporate video, plus seminars and trade shows.

Telephone and telegraph apparatus, Communications equipment, not elsewhere classified, Innovations, Product introduction, Telecommunications services industry, Telecommunications industry, Advertising, PictureTel Corp., Multimedia technology, Multimedia systems

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Marketing alliances starting to pay off

Article Abstract:

IBM Corp's business partner program is starting to reap benefits for the company. Sales in 1992 under the program have reached a record-shattering $2.5 billion. Technology sales made through the original equipment manufacturers (OEM) also netted $1.25billion in revenues for the year, up 65% from 1991. For 1993, the goal for OEM is $3 billion. IBM expects OEM sales to comprise 205 to 30% of revenue soon.

Methods, Evaluation, Computer industry, Marketing, Marketing management, Strategic alliances (Business)

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