4. Getting the Most out of Partnerships
In the mid-90s, a mind shift occurred within IBM regarding how the IBM Research Division was viewed. Instead of trying to confine research to the labs for fear of leaking secrets to the marketplace, IBM decided to open its research laboratory doors to clients. In fact, to leverage its investment in research and to influence sales while bringing valuable market insights into IBM Research, IBM created both FOAK and a showcase in the form of its Industry Solutions Labs (ISLs). These programs enabled researchers to gain immediate marketplace feedback: Was their research merely an interesting science project? Or was it an innovation that could have real business impact?
FOAK and the ISLs also enabled clients ...
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