|Selling IBM Information Network to IBM
While the IBM Information (IBM IN) was being developed, a rule was made that the IBM's internal systems and Networks
would not be replaced with IBM IN services. That was translated to mean that IBM would not be a customer of IBM IN. Don
Sprague pointed out that IBM had become a larger purchaser of competing Value Added Network (VAN) services before it
created IBM IN. It only made sense that if IBM needed to purchase services from a competing VAN, then IBM should purchase
from IBM IN if it could provide the services. Further, Sprague pointed out that the Electronic Customer Support Architecture and
Strategy required IBM IN and IBM to have a close relationship. As a result, a marketing to sell to IBM was established. It came
about that IBM is IBM's most important customer.