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Round Table

Mid-range Servers
ARN Staff 07 June, 2007 14:37:38
  • 2 of 11
“Universities are not spitting out enough trainees, internships are not happening at the top end of town anymore, and too many people are going overseas.” Steve Murphy, Frontline Systems
“Universities are not spitting out enough trainees, internships are not happening at the top end of town anymore, and too many people are going overseas.” Steve Murphy, Frontline Systems
“We get a lot of help from IBM in forming alliances. We do a high availability product that has been really successful.” Matt Dargie, Computer Merchants “Universities are not spitting out enough trainees, internships are not happening at the top end of town anymore, and too many people are going overseas.” Steve Murphy, Frontline Systems “The feedback we get from resellers is that they don’t want turnkey solutions; they would rather have a couple of options.” Michael Costigan, Avnet “The goalposts are moving back to favour the mid-range approach, and Unix can say the same I think, so the religious arguments around Windows versus the mid-range will be a lot more interesting in the next year or so.” Kon Kakanis, Sundata “We are not selling the value proposition of these things and maybe unlocking the technology promise is part of the challenge.” Norm Jeffries, Computer Merchants “I have been handling Windows partner calls and that proves IBM has hit a sweet spot because those partners want to know how to position these products.” Ivan Hecimovic, Avnet “We believe we are at a crossroads where for the first time we have a fully integrated machine, the application and price point to go after a market that has been lost for some time. Applications are big but I still feel there is an infrastructure play around simplifying customer complexity.” Raj Thakur, IBM “No matter what we do in terms of partnering, a solution is in the mind of the customer. We have to work out how to bundle solutions so we are joined at the hip and can’t be separated out.” Paul Beks, Information Builders “We are an infrastructure player so we have been careful to partner with other resellers that complement our business rather than competing against it.” Mark Loparow, Computer Merchants “A smaller partner might come across a storage management opportunity they don’t know how to sell. If they don’t know how to sell it, they have even less chance of implementing it.” Mark Johnston, Service Elements “The distributor’s job is to navigate within the vendor because if you are not talking to the right person, you are talking to the wall.” Darryl Tucker, Avnet
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