Executive Summary:
IBM, International Business Machine: The Company which became IBM was founded in 1888 as the Tabulating Machine Company by Herman Hollerith, in Broome County, New York. It was incorporated as Computing Tabulating Recording Corporation (CTR) on June 16, 1911, and was listed on the New York Stock Exchange in 1916. (http://en.wikipedia.org/wiki/IBM, 8th April 2008). IBM entered Estonia in 1992 and it has achieved a good strong brand name for itself. In 1992 Estonia’s economy was in a very bad state as it just got independent from USSR in 1991. IBM’s main strategy to enter Estonia then was to enter the Baltic States then and make a mark then and take advantage of the Free Estonian market. Over the years IBM has had many projects with the Estonian government for example one with the Estonian Ministry of internal affairs, citizenship and migration department. IBM has adapted its pricing, and packaging in the Estonian market. IBM globally makes most of its sales through resellers and its good network of distributors; it’s the same thing in Estonia as well. Estonia’s IT market is a growing market as it is making a mark in the world for its ICT and outsourcing industry. IBM finds a good healthy competition in Estonia not just from local players but even international players too. IBM concentrates more on B2B business.
Estonian Market:
Estonia is a country in Northern Europe in the Baltic region. Estonia regained its freedom in August 1991, from the USSR, with the collapse of the Soviet Union. Estonia is a democratic parliamentary republic. It has been a member of UN (United Nations) since 1991, member of EU (European Union) since May 2004 and of NATO since March 2004 (https://www.cia.gov/library/publications/the-world-factbook/geos/en.html, 8th A ...