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[Posted January 9, 2004 by ris]From: mak-AT-suse.de (Martina Krahmer) To: lwn-AT-lwn.webdiscipline: "IBM announces New SUSE LINUX-based Retail solution for factor of Sale" Date: Thu, eight Jan 2004 12:04:09 +0100 (CET) IBM declares New SUSE LINUX-based mostly Retail solution for factor of Sale New answer offers sellers the can charge and suppleness merits of Open-source Linux and Reliability and management of IBM POS Raleigh, NC., January 8, 2004 -- IBM today announced a new Linux-based mostly IBM factor-of-sale (POS) solution, in response to SUSE LINUX, that will enable sellers to reduce complexity and understand the reduce charges and other merits of the open-source Linux operating gadget, together with the reliability, advantage and industry leadership of IBM in retail POS. the brand new solution, IBM Retail atmosphere for SUSE LINUX, facets a new SUSE LINUX-based mostly product for retail -- including an entire working equipment and management solution for element of sale (POS) systems. It combines this optimized Linux platform for marketers with IBM SurePOS, IBM eServer and IBM middleware to supply sellers with a scalable, at ease working atmosphere throughout the whole retail business - all at a low total can charge of possession. the brand new answer additionally promises a standards-primarily based, strong and comfy infrastructure and a centralized administration gadget for the retail market - bringing reliability and manageability throughout remotely deployed POS techniques. It will be attainable within the first half of 2004. "factor of sale is the moment of fact in retailing, so agents wish to make certain they have the reliability and steadiness for which IBM is famous in retail POS. at the equal time, dealers evidently are seeing the benefits of open-supply Linux," talked about Tom Peterson, typical supervisor, IBM Retail storeSolutions. "This new IBM solution gives sellers the balance and reliability of IBM POS, along with the benefits of Linux in decreasing their total can charge of possession and extending flexibility. With IBM proposing the assist around SUSE LINUX on the POS, dealers can focal point on their middlecompany as opposed to having to take over management of their POS working methods." "The underlying SUSE LINUX expertise suits completely with the technical wants of this retail solution -- giving shoppers the steadiness, defenseand price effectiveness of Linux," spoke of Juergen Geck, CTO, SUSE LINUX. "all through the design and the piloting degrees of this product IBM and SUSE cooperated closely, combining IBM's 30 years of journey because the industry chief in retail know-how with SUSE's more than 10 years of Linux management." IBM Retail ambiance for SUSE LINUX is a flip-key device designed chiefly for retailers. Combining IBM's retail advantage and Linux dedication with SUSE's Linux leadership, both organizations may be workingtogether to meet and force new requirements to benefit agents. the new solution aspects simplified installation and configuration, via 4 optimized Linux OS photographs for point-of-sale terminals, and an infrastructure for centralized management and distribution of the software. with the aid of being tailored for retail, the solution reduces the complexity of the Linux operating device for dealers' in-shop POS options. In addition, the IBM offering provides a single point of contact for assistin phrases of operating system, drivers, and hardware. Linux can scale across diverse hardware structures across the retailer's total commercial enterprise, enabling sellers to consolidate their knowledgeable IT supplies and never ought to devote resources toward defining, managing and presenting ongoing help and preservation themselves for a definite POS operating gadget. help and renovation pricing, as neatly as the technical capabilities of the solution, are designed to scale for the retailer's ambiance, as a result aiding the theory of "retail on demand." For instance, the answer can also be tailor-made from a small console-based system to a characteristic-prosperous Java and browser-in a position equipment counting on the needs of the retailer. the new solution additionally presents funding protection for retailers already running IBM POS methods, because it may also be deployed on chosen current IBM terminals. it'll be specifically alluring for agents who're at present the use of older DOS operating techniques and wish the potential so as to add new applications and services that require a brand new working gadget platform. About IBM IBM, the realm's biggest counsel technology business, provides the retail industry with a full range of e-enterprise options, together with: point-of-sale systems, other hardware and software expertise, consulting concentrated on enterprise transformation, IT approach and planning, shopoperations improvement, and supply chain optimization, and with services, similar to outsourcing, managed operations, techniques integration, and application construction and design. IBM has a listing of retail customers in a hundred countries global that reads like a "Who's Who" of retailing. For greater suggestions on IBM retail keep options, please stopover atwww.ibm.com/industries/retail/save About SUSE LINUX dependent in 1992, SUSE LINUX is without doubt one of the world's main suppliers of Linux utility and features. With the biggest committed Linux analysis and construction group, SUSE grants business-capable application and capabilities that harness the innovation, velocity-to-market and independence of the open resourcecommunity. A privately-held company based in Nuremberg, Germany, SUSE -- at the side of global company partners -- supports purchasers during the world. For extra assistance on SUSE LINUX, please stopover atwww.suse.de/en/. SUSE is a registered trademark of SUSE LINUX AG. Linux is a registered trademark of Linus Torvalds. All different logos mentioned herein are the property of their respective homeowners. Media Contact: SUSE LINUX Martina Krahmer Maxfeldstr. 590409 Nuremberg, Germany mobile: +forty nine-911-74053-507 Fax: +forty nine-911-741 seventy seven 55 electronic mail: firstname.lastname@example.org (Log in to put up comments)
network utilityPress free up abstract:
IBM Retail environment for SUSE LINUX v2 contains SUSE LINUX business Server-primarily based distribution for IBM xSeriesÂ® keep servers and IBM POS contraptions. Open platform allows dealers to utilize Linux(TM) points and run it at POS and back-office servers. functionality comprises automatic flashing of POS BIOS; issue choice, together with dump button enablement; operator counsel; device-huge configuration and change management; and GUI.long-established Press unlock: IBM Retail environment for SUSE LINUX V2 provides an built-in Linux POS Platform to permit Most leading-facet functions and applied sciences
At a glance
IBM Retail atmosphere for SUSE LINUX edition 2:
offers retail capabilities such as these provided by way of IBM's 4690 aspects, reminiscent of:
Server-based POS loading and booting
trade-typical equipment-extensive configuration and change administration
quick issue resolution with single-step dump button guide
combined server/terminal support
client preload GUI
far off administration Agent help for methods administration
Helps in the reduction of complete charge of ownership through expanded versatility, scalability within the keep, and single-supply technical support
Combines a authentic, business-type Linux distribution with a retail-pleasant support and protection mannequin
offers improved functionality designed to support streamline installing, configuration, and systems management
presents a choice of LDAP or new Dynamic POS client configuration, which may doubtlessly in the reduction of the time required to deploy and hold the POS shoppers
IBM Retail environment for SUSE LINUX V2 (IRES V2) carries a SUSE LINUX enterprise Server (SLES) based distribution for IBM xSeries® save servers and select IBM factor of sale (POS) gadgets that includes points tailored for the retail atmosphere. It presents sellers an open, reasonable, retail-optimized platform for providing next-technology retail options. IBM hardware and drivers are pretested and supported for IRES.
With IRES V2, on demand dealers can acquire the benefits of Linux(TM), run it on the point of sale and on back-workplace servers, savor mighty performance drawn from decades of IBM retail experience, and get hold of remarkable technical aid from IBM. Like IRES V1, IRES V2 contains a retail-optimized distribution of Novell's amazing SUSE LINUX commercial enterprise Server known as Novell Linux aspect of provider (prior to now named SUSE LINUX Retail solution or SLRS). IRES V2 provides function won from decades of experience in retail options, reminiscent of automated flashing of POS BIOS, more desirable difficulty resolution including dump button enablement, more advantageous operator guidance, a simplified configuration graphical person interface, and programs administration. IRES supports opt for IBM SurePOS(TM) methods, IBM xSeries hardware, and IBM middleware. IRES V2 also includes a price-advantageous, retail-pleasant aid and maintenance mannequin that helps bring the lengthy lifecycle and fast response retailers should help hold excessive uptime in the keep.
IRES can scale to a variety of POS utility solutions, providing you with the flexibleness to run it on most systems ranging from non-GUI customers to full picture Java(TM)-based mostly options. moreover, valued clientele who bought the IRES V1 product and are present with their utility renovation PRPQs can order this product, IRES V2, at no additional cost. edition 1 valued clientele who are not already Passport abilities® purchasers will deserve to join Passport talents.
This announcement fulfills the requirements of the Preview application Announcement 205-005 , dated January eleven, 2005.
For tips on IBM's statement of restricted guarantee, contact your IBM representative or reseller. IBM makes no illustration or warranty related to third-birthday celebration products or services.
The assistance in IBM announcement letters is discipline to exchange with out note. check with the IBM sales guide, or your IBM advertising and marketing representative or reseller, for the most existing suggestions.
deliberate availability dates
July 22, 2005: electronic software birth including English only documentation
August 19, 2005: Media with translated documentation accessible on the IBM net siteconnected Thomas business replace
Brian Madison is a wanted man. because the director of counsel features at Metalwest LLC, Madison is at the center of a business that may no longer sound attractive: promoting flat-rolled metal items such as chrome steel and aluminum. but its balance sheet is calling decent, and the privately held enterprise is predicting $370 million in revenue this yr. What IBM wants, and what Madison has, is a midmarket IT shop gearing up for strategic increase.
This yr the Brighton, Colo., firm has an enterprise resource planning (ERP) upgrade and a data warehouse challenge on faucet. IBM already has a foot in the Metalwest door with its pSeries and xSeries servers. but Madison isn't a true huge Blue fan, so he is not dashing to do greater enterprise with the realm's biggest IT company at this time.
For starters, Madison sees his pSeries servers form of like family members: He lives with them, nevertheless it's no longer like he has a decision. "The only reason they are the use of pSeries is as a result of their ERP company requires it. That total line is priced out of their market," he says. "each time they improve the pSeries server, we're looking at a $a hundred,000 funding."
He also makes use of the IBM Tivoli backup solution, however best as a result of he rents his storage area network (SAN) and backup from an organization that makes use of Tivoli. "We don't have bought Tivoli on their own," Madison says. "we might have bought [Symantec Corp.'s] Backup Exec because that's the midmarket made of alternative."
Then once again, Madison chose IBM's xSeries since it became low in cost for smaller businesses. He chose IBM's laptops as a result of they are so darn long lasting. "They are not the cost-effective, but they deliver lots of cost," he says.
All in all, this 38-12 months-old Colorado native -- who crushed rocks for a mining company before heading into IT -- represents IBM's challenge because it goes after midsized consumers on each continent.
Getting these shoppers on board may not be handy. IBM is striving to construct credibility in a market where all and sundry knows its name, however also the place everybody acquaintances those three noted letters with a century-historical way of life of monolithic systems, heavy company hierarchies and high priced consulting fees. Even ardent IBM fans say the business will also be difficult, with dozens of product lines and strategies supported via a gradual circulation of press releases and a reputation for sending in the proverbial solid of hundreds to do small jobs.
in order to get true traction in the in a timely fashion growing to be midmarket, the heavyweight will must remake its photo as a middleweight champ: powerful, fast, crisp and sensible.
"IBM nevertheless has this image of being big," says Steve Solazzo, IBM's established manager of international midmarket business, which ultimate yr accounted for $sixteen.4 billion in profits. "Our overwhelming problem is not that they do not bear in mind what the midmarket needs; their overwhelming challenge is that we're no longer being considered," even with the aid of IT executives who, when surveyed, give excessive marks to IBM products.
"We admire how hard it's to reposition a brand," Solazzo provides. "You just don't flip an aircraft service round in a hundred yards."
Expressing a new photograph
within the midmarket, the world's biggest IT enterprise is common for making machines you can't destroy and for building a durable groundwork with its cute AS/400 techniques. but IBM would love small and midsized companies (SMBs) to consider it extra seriously as a full-provider issuer able to turning round a hardware lease in 60 minutes or providing fixed-rate consulting gigs that run their route in, say, six weeks.
To accomplish that, it has packaged and priced its express line of hardware, application, hosted functions, consulting and financing alternate options with the midmarket in intellect.
In 2002, IBM launched the express product line with DB2 express application; the portfolio has grown methodically to encompass offerings from all IBM divisions. In March 2006, IBM announced the categorical talents label as a means of bringing them all below one roof. at the moment, the business additionally added its first consulting services geared toward the midmarket: short-term engagements that birth at $50,000. the brand new program -- broken into three classes -- allows IBM's SMB partners to promote IBM front-conclusion capabilities for the primary time. The three functions handle IT alignment, internet website effectiveness and security vulnerabilities.
"We're trying to ship a signal with these choices," IBM's Solazzo says. "We can be small. They should be agile. They should be local in terms of working with these partners. no one on the earth thinks of IBM as doing a $50,000 engagement on internet site effectiveness or IT approach. but we're doing simply that."
different midmarket choices launched in March 2006 encompass specific Managed features and the express abilities Concierge, a toll-free mobilephone quantity meant to be a single factor of contact for brand spanking new consumers who concern they may get the runaround from big Blue.
"in many techniques, these choices are trying to adjust the company photograph that, frankly, keeps us out of many [midmarket] considerations," Solazzo admits.
The express competencies label and the advertising effort behind it targets midmarket CIOs like Madison -- a self-described "complicated promote" who's suspicious of any business that can afford to send him shiny brochures.
"I began getting these flyers about two months in the past," says Madison. some of them seemed like speedy-meals menus, he recollects, so he chucked them within the barrel devoid of searching them over. "The telephone calls began coming actively within the remaining 4 weeks. It was wonderful to me, because it become a transparent alternate in their market method," the IS director provides.
Madison is aware of IBM's popularity for being too bureaucratic to flow immediately and so tremendous that a midmarket company could suppose pinned towards the ropes by way of the supplier's enthusiastic embrace. For him, it's very true when it comes to consulting capabilities.
"after I hear 'IBM international features,' I suppose Fortune 500," Madison says. "it be still huge Blue."
before busy IT pros get turned off by means of the slick new advert crusade ("IBM categorical knowledge. or not it's that standard.") from new york company Ogilvy & Mather or piles of recent advertising and marketing cloth landing on their desks, let's seem on the facts.
IBM's SMB division is already its quickest turning out to be; the division grew at a cost of 6.5% in 2005. It counts 800,000 purchasers and contributed 20% of IBM's universal $ninety one billion in profits last yr. That interprets to $sixteen.four billion.
categorical skills accessories similar to its concierge provider make clear that the company "in an astute and a bit out-of-personality means has identified that or not it's now not all the time handy to do company with IBM," says an April 2006 file co-authored with the aid of Ray Boggs, vice president of SMB analysis at IDC who has tracked IBM for pretty much two decades.
"The message is, 'we're beloved by means of the multitudes, however they consider they are too high priced and complicated,'" says Boggs. "there may be HP and Dell, bound. however it's the inside IBM stuff that continues Solazzo and his group awake at evening."
Concierges, catalogs and consulting functions tailor-made for the midmarket can sound like a lot of malarkey, Boggs admits. "i was fairly skeptical at the beginning," he says. but it surely's not so convenient for inside IBM projects to get the express seal of approval, he says. "or not it's no longer a slam dunk. You can't say, 'I desire the specific label on this.' they're going to send you lower back to the drafting board to be certain the implementation time is short enough; there are some set standards."
Laurel Johnson, director of IT at Cole Harford, a $fifty five-million service provider of disposable restaurant resources in Overland Park, Kan., failed to know she became about to develop into an IBM express Managed functions exhibit client. All she'd carried out turned into ask her local business companion, ProActive options, to scout out e-mail management alternatives.
Johnson had already heard first rate issues about MessageLabs Ltd., and ProActive options Inc. instructed her that IBM had recently joined forces with the electronic mail protection business. "So IBM could be managing this hosted provider," she says. "To us, that became fabulous. IBM gives us the ultimate provider and most useful machines." She's all the time had a different fondness for the AS/400. "The least babysitting you need to do is with an AS/four hundred," the IT director says. "it's an excellent little container."
The kind of managed features that Johnson bought are the type that Gordon Haff, a senior analyst at Illuminata Inc. in Nashua, N.H., believes are IBM's true future within the midmarket. "I consider essentially the most wonderful long-time period play for them is in managed internet hosting capabilities," Haff says.
"In customary -- mainly midmarket -- organizations don't get competitive skills out of working most of their IT themselves," Haff says. "It makes an enormous amount of sense for them to outsource the issues that aren't core to their company. as a result of IBM isn't coming to your shop, you would not have to be anxious about enlisting IBM world services for a customized engagement." That means, midmarket CIOs needn't be troubled about any surprise charges from IBM, he adds. "you're buying in most instances a fairly neatly-described carrier [like MessageLabs], and you'll evaluate the rate to the alternatives."
IBM is additionally joining forces with some of the world's biggest software groups, similar to SAP AG, to attraction to midmarket valued clientele. In August, IBM and SAP introduced that Oneida Ltd. had chosen an IBM categorical mySAP All-in-One equipment -- actually SAP application running on IBM hardware -- with IBM enjoying the part of implementation accomplice.
"We had been attempting to find an answer that IBM had put together a model for," says Rob Hack, senior VP and CIO on the a hundred twenty five-12 months-old flatware enterprise. "IBM definitely is leading us through the procedure. They have been seeking to do a worldwide ERP task as directly as possible, but as totally as viable."
changed into he worried about bringing two huge companies collectively to bear on a $350-million business? "There become the typical issue that goes along with settling on corporations the size of SAP and IBM," Hack says.
at the start, the Oneida CIO became handed a boilerplate contract, which he summarily rejected. "it be essentially insulting," says Hack. In hashing out the contract negotiations, both vendors took about 9 weeks, and Hack made bound Oneida obtained a set-cost, fixed-scope implementation. "Our services agreement with IBM is terribly tons in response to an outlined scope. They had a date they desired to hit, and also their observation of labor -- their contract of labor -- with IBM is very detailed. it be appropriate all the way down to the business techniques and services. It ensures that we're all on the equal page."
The associate Push
Getting on the same web page with its 90,000 world enterprise companions is also key to IBM's midmarket push. About half of that $16.four billion in SMB income is generated with the aid of partner revenue from cost-delivered resellers (VARs), unbiased software carriers, system integrators and channel partners. The other half is direct earnings, and a brand new territory strategy locations IBM revenue teams in geographic regions, offering them with "neighborhood construction" dollars to construct nearer relationships with native companions and consumers. These dollars permit representatives to be a part of native organizations, equivalent to volunteer YMCA boards, know-how boards and academic partnerships, to make connections and symbolize IBM on the grass-roots level. it is peculiarly essential in the midmarket, where IT executives count closely on peer networking, be aware of mouth and local business partners.
Laura Ellis is certainly one of 217 IBM territory managers who've acquired community building money. Having labored for IBM over the last 23 years and the SMB division for the previous 5, the Tampa Bay resident used IBM seed funds to be a part of the better Tampa Chamber of Commerce, a local CEO council and the Tampa Bay know-how discussion board. At one of these gatherings, she met the CIO of Advantec. "that they had on no account finished any business with IBM, and the CIO is an lively member of the Tampa Bay Tech forum," says Ellis. "We were able to enhance a relationship, and they now have just recently accomplished a catastrophe recuperation answer for them."
Advantec CIO Linda Reid remembers assembly Ellis on the Tampa tech circuit, however her IBM client story is set much more than expert networking. "To be honest, they didn't pick IBM firstly," explains Reid, who despatched a request for proposal to a native VAR as Advantec became beginning a large infrastructure improve project.
at the outset, she determined towards IBM because of price but says large Blue requested for one other opportunity. "They referred to, 'We weren't figuring out your budgetary necessities.' I feel they'd outsized the SAN necessities too."
however within the end, Reid wound up picking IBM. "It changed into marvelous to me that they showed us actual facts on the modifications when it comes to pace and reliability compared to HP. These were no longer just IBM-produced records," says Reid, relating to impartial analyst stories IBM introduced to her.
"I consider IBM has modified an awful lot," Reid adds. "They used to come in, and it gave the look of, 'How dare you now not suppose of going with us?' it be now not like that anymore."
IBM currently introduced that it had obtained its 500th built on IBM specific talents customer. These are midsized businesses whose business companions have helped them install technology constructed on categorical hardware and software.
Pike Lumber, a $35-million Akron, Ind., company is one among them. It deployed a lumber management device constructed by Pacific software acquaintances (PSA) on an i5 520 specific version and the TotalStorage express mannequin. one of the vital company's functions, called WoodManager, maintains a customer's inventory up to date with production and purchases. clients can define distinctive instruments of measure to manage lumber, panel, millwork, posts and pilings. inventory is maintained as ticketed or extent-best.
in the end, even though, it changed into IBM's acceptance for reliability that bought Samantha Howard, vp of administration at Pike Lumber, on the package. She led the know-how crew that chose the PSA gadget -- and IBM platform -- over Microsoft. "lots of the individuals worried in the resolution had the opinion that IBM platforms had been bulletproof," says Howard.
Muscle for the Midmarket
Like Howard, Steve Bolduc bought IBM for its muscle. but the senior supervisor of point-of-sale and technical aid at Caribou espresso Co., the 2nd largest connoisseur coffeehouse operator within the U.S., sees one other fringe benefit: IBM's international journey. When he wanted to sell espresso in the core East, an IBM food provider expert led Bolduc to professional technology suppliers in the region.
Caribou espresso cuts IBM a examine for approximately $2.5 million each year, and it's whatever thing of a textbook midsized IBM customer. Bolduc nearly always lets his native company partner, Retail statistics techniques (RDS), contend with massive Blue.
"I basically make the most of my third birthday celebration," he explains. "they're my eyes and ears to new expertise." His enterprise partner at RDS additionally picks up the cellphone for him, he says. "It can also be a large vicinity to navigate," Bolduc says of IBM. "however their third celebration does not have an issue getting a person on the inner."
The bottom line, Bolduc says, is that he chose IBM now not so a lot for its acceptance as for the stuff he can see: that's, 900 SurePOS aspect-of-sale systems and more than a hundred IBM wherever Kiosk instruments. These excessive-end, touch-reveal machines are used in the heavy-volume shops all over Caribou's 416 coffeehouses in 15 states. From Denver to Dubai, it truly is lots of drip brew -- as well as foam, steam and syrup spilling and splashing around at scalding temperatures.
Bolduc potential it when he says that his IBM anyplace kiosks work within the "most harsh ambiance" -- which translates to a rookie cashier being capable of drop a cup of bourbon blend on the hardware.
"In my enterprise," Bolduc says, "you see a lot of spillage. The sturdiness of the terminal is definitely what I primarily based my choice on. They demo the kiosks with water working on it." He plans to install 300 extra instruments through 2008 -- no matter that headquarters runs on yet another business's servers.
"My CIO is truly a Dell guy," Bolduc says.
and that is the reason good enough with IBM and Steve Solazzo. "we have got sufficient challenges breaking into this marketplace," he says. "Being vendor-proprietary isn't one among them."
As for Madison, he is been on the mobile with IBM and Hitachi Ltd. currently, evaluating SAN pricing and requirements. "whether they sell via channels or resellers--or some thing advertising and marketing plan they opt for -- I do not in fact care," says Madison. "I do not have any incentive to try the new stuff out if what I've bought now's working."
Madison says he sees Microsoft as having a natural facet within the midmarket on account of its ubiquitous computer applications in workplaces, buildings and faculty dorms -- locations where many small corporations get their beginning.
"My sense is that for [IBM] to get into this market, they will ought to do whatever basically profound and resourceful," he notes, "because they'll ought to get into the hearts and minds of the average Joe. it really is who's working at midmarket agencies."
Ellen O'Brien, a former senior editor at CIO choices, is now a senior editor at Storage magazine. Write to her at email@example.com.
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