What does IBM’s recent run of wins tell us?

In December 2014, IBM announced several large outsourcing wins, with Lufthansa (€1bn), ABN Amro (multi-billion dollar), WPP ($1.25bn) and Thomson Reuters. These are impressive signings not just because of their size, length and the quick succession with which they were announced, but because they appear to go against the grain of current market sentiment. So what can we read into this recent collection of wins? Is IBM outperforming peers such as HP? Is the market warming up again to megadeals? And how do these contracts fit into the broader context of IBM needing to significantly increase its SMAC sales as part of its programme to transition the business?

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