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LinuxPlanet: IBM's eServer Strategy Strong on Linux and UNIX

Mar 10, 2003, 17:00 (0 Talkback[s])
(Other stories by Brian Proffitt)

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"'So the first question for Michos has to be, with all of these different offerings, not all of them Linux, how does IBM balance the sales of its servers? The answer was textbook customer service 101: by focusing on the customer's needs. But the added twist was that operating systems do not necessarily play a factor in what the customer really needs.

"''We have very focused strategies,' Michos explained, 'We look at the workloads of the businesses we deal with and determine what's the best solution for them.' As Michos went on, it became clear that in IBM's worldview, the operating system, and even the hardware, was not the main touchpoint of selling to a customer.

"'To get to this point, IBM examined the market and determined who was buying Linux and why. From there, they could determine how to tailor their product offerings to meet those needs. Since they had Linux working on all of their platforms, they could concentrate on hardware configurations more than operating systems.'

"And there the first draft of the article ended. Already, the implication that IBM was not focusing on any one operating system in its server strategy was alluded. The actual quote would have come later in the story.

"Now the rest of the piece will be written, in the context of a reporter who has 20-20 hindsight and a interviewed Michos for whom the SCO lawsuit was still in the future. The slant of the story, as one might guess, will take a different course than it would have had the article been finished on March 6..."

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