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IBM is eyeing SMBs for its Power 7 series of Unix servers and workstations, and has launched specific models and channel programs to grow the market. The vendor has also announced that it will empower around 200 partners to sell Power-based products.
“It has been a constant complaint from partners that they have not been able to repeat the success they enjoyed with the x-series (x86-based server products). Today, we have the right products which partners can take to the market at the right price, and which should put an end to the complaint,” said Viswanath Ramaswamy, VP, Power Systems, Systems & Technology Group, IBM India/SA.
IBM recently upgraded all its AIX servers to the Power 7 architecture, and launched two models, IBM Power 710 and 720, with price points starting at around Rs5 lakh, and with a choice of AIX or Suse or Red Hat Linux. According to Viswanath, “The performance of the Power 710, which runs either a quad-core or six-core, is typically equivalent to that of an x86 server which runs 12-20 cores. Customers also save license costs on software such as databases which are today based on the number of cores. Most importantly, virtualization is free as it comes built inside AIX. You will also save on power.”
He said that for a customer who needs virtualization, is planning to run mission-critical applications such as ERP, and has to buy server hardware costing more than Rs5 lakh, Power makes better sense. “We have cases where organizations with less than 100 people have started opting for Power.”
Last quarter IBM launched a program called Powerplay, which offers rebates starting with the sale of one unit, and with assured gifts for members of the sales team of the partner closing the business.
“This quarter we are bundling the Websphere and DB2 platforms to make it a very attractive bundle whereby the customer would end up saving big on licensing costs. The new program is called Ace of Aces,” informed Viswanath.
While he refused to indicate any specific targets, Viswanath stressed that IBM is aiming at a large base. To this end, the company is planning to empower up to 200 partners across the country to sell Power servers, and has already launched training initiatives.
He said, “We are after a wider base. For the first time, we are printing a ready-to-reckon catalog just like we did for the x-series business. Called Power Essentials, the new catalog provides all details including the pricing of the options. In addition, for partner sales executives, we have designed an Excel Configurator that can be used to configure and offer no-regret price quotes.”
Over the past few quarters IBM has been encouraging ISVs to ship software for the Power platform, and many mission-critical applications for different industries have been made available. |