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IBM prolonged automation services in its IBM Tivoli Provisioning supervisor to cowl its personal storage items and also made it possible for purchasers with different companies' storage equipment to combine these products with a view to extend the automation outdoor IBM items, in keeping with Steve Wojtowecz, director of strategy at IBM/Tivoli in Austin, Texas.
"We failed to embed [EMC or other third-party storage support] within the product as a result of they do not have the license [to do that]," Wojtowecz stated. "We put the precise steps one through 5 in the examine-me [file]. Any operations or storage manager is aware of what they have got and may do [the integration]," he stated.click on here to read more about IBM Tivoli Provisioning manager and other on-demand provisioning equipment. together with IBM Tivoli Provisioning supervisor 2.1's guide for storage, IBM created a set of storage administration and provisioning equipment, dubbed IBM TotalStorage productiveness middle with superior Provisioning.
It comprises the Provisioning manager with the lately launched IBM TotalStorage productivity middle, IBM Tivoli Storage useful resource supervisor, IBM Tivoli SAN supervisor and IBM TotalStorage distinct gadget supervisor. it's supposed to give a central element of manage to computer screen and maintain storage supplies.
IBM also made it feasible within the new Provisioning manager edition 2.1 to provision home windows-primarily based eServer xSeries servers with the only click of a mouse. The plan is to lengthen that one-click provisioning to servers running different operating techniques, comparable to Linux or Solaris, within the 2d half of this year. it's feasible within the new release to provision Linux SuSE 8 and Solaris edition 9 through diverse steps.
In yet another on-demand computing announcement, IBM's Orchestration and Provisioning Library (OPAL) initiative is expanding to include 13 new companions.
New ISVs, systems integrators and resellers joining the OPAL software consist of Alterpoint Inc., Aurema Inc., Deloitte Consulting, Elyzium, E.Piphany Inc., Evident utility Inc., Inkra Networks Corp., Intelliden Corp., Nortel Networks Ltd., Peregrine systems Inc., SAP AG, Temenos u . s . a . Inc. and Voyence Inc.
The OPAL initiative is supposed to prolong the ability to create workflows for automatically provisioning particular dealer environments beyond those supported without delay by using IBM. The latest round of partners, apart from current partners reminiscent of Citrix and VMware, brings the entire to 22 participants.
Workflows are the logical collection of steps required to deploy, configure and deploy infrastructure elements in a way that allows them to automatically discover and reply to changing enterprise situations.
The intention is to in the reduction of the quantity of guide effort, boost aid utilization and make it viable to update infrastructures in a couple of hours, instead of a number of weeks.
Workflows also can be developed to automate approaches for definite vertical industries, such as banking or health care.
IBM Tivoli Provisioning supervisor edition 2.1 is due out by using the conclusion of June.
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IBM's Tivoli Storage manager (TSM) software has included business statistics for two decades and is a massive market share player and an business typical within the backup, recuperation, and disaster restoration area. IBM's innovations during this enviornment are well regular and identified all over the IT business because the "go to" answer for large information, database backup, restoration, and statistics resiliency.
Gartner posted its 2014 Magic Quadrant for commercial enterprise Backup software and built-in home equipment (June 16, 2014), acknowledging that IBM's work to follow analytics to records lower back-up and storage management permits groups to bring greater clever, international data availability.
These facets enable personnel and clients to access the assistance they need, after they need it. constructing on the fresh launch of software-defined storage products, IBM continues to assist agencies construct smarter methods to use their records to its fullest competencies.
The 2014 Gartner Magic Quadrant for commercial enterprise Backup application and integrated appliances document protected the following critical findings that establish shifts taking place in statistics backup requirements:
To extra explore IBM's position, I spoke with Ian Smith, IBM's Director of Storage software, to discover why IBM is a transparent leader within the backup and recuperation software area.
"I suppose IBM has moved ahead, while their competitors has stagnated. we've persisted to invest and analysis in backup and restoration. Gartner acknowledges their innovation and vision in this space." Ian Smith, Director of Storage software, IBM.
Mr. Smith gave here elements to consider when attempting to find a backup and healing solution or when thinking of a change to a brand new backup/restoration software supplier.
There are lots of claims in this area about saving funds and decreasing TCO. however, consider that IBM has taken the excessive cost out of TSM by lowering the amount of required hardware, through cutting back installing time from 5 days to 5 minutes, and by using decreasing administration frustration by way of redesigning the administration interface; there's proof of decrease TCO with a Tivoli Storage supervisor application solution.
TSM Entry is an entry-level backup and repair product for small to medium-sized groups that gives you that same commercial enterprise backup capacity as its ordinary counterpart. TSM Entry is an identical utility, but with out the scalability — designed peculiarly for smaller environments. This entry-stage product also points a big license payment savings as smartly to further aid SMBs with adoption.
if you don't want to study the complete file, below is IBM's entry from the 2014 Gartner Magic Quadrant for Backup/recovery software report.
IBM's Tivoli Storage manager (TSM) offers very large platform help throughout many OSs, file programs and functions. IBM has over 23,000, predominantly colossal commercial enterprise valued clientele for TSM, and has partnerships with MSPs to present recovery features. while IBM has leveraged its large direct income force, the portfolio generates the majority of its revenue from worldwide business partners.
clients cite the portfolio's means to scale to deal with very large healing necessities, and the seller's provider and assist proceed to obtain excessive marks. via its acquisition of Butterfly software, IBM now claims to have profiled over 2,000PB of backup environments operating competitive options, and states that, general, TSM has established fifty three percent lessen complete charge of ownership (TCO) over the competition.
IBM is getting more vocal with its advertising and messaging, and has elevated its licensing options, providing processor value unit (PVU) and returned-end terabyte means licensing components, and is in beta now with a front-end terabyte scheme that can be provided later in 2014.
in the newest edition 7 unlock, TSM extended scalability with as much as 10x growth of each day ingest of deduplicated and replicated data. The IBM Tivoli Storage FlashCopy manager photo guide that protected IBM and NetApp has been more suitable to support EMC VNX, Symmetrix VMAX and Symmetrix DMX, and IBM has a highway map for broadening its third-birthday party array aid. TSM for digital Environments has been prolonged to present lots greater skill, including VM rapid entry and repair, in addition to item-degree recovery for alternate and SQL Server.
In 2Q14, a new product changed into released, TSM Entry, which protects up to 50 home windows and Linux servers. whereas TSM presents many compelling advantages, the perceived administrative problem of managing the product has been an argument for many years; besides the fact that children, the TSM Operations center GUI, launched in 2Q13, has a multi-liberate plan to present extra contemporary administration capabilities, with the third unlock deliberate for later this year.Strengths
IBM on Tuesday expanded its server, storage, and networking portfolio with a couple of new products aimed at optimizing workloads for information facilities.
covered within the new roll-out are a brand new server blade for optimizing information warehousing in mainframe environments, a gadget X x86-based mostly server blade for databases, a pre-configured workload-optimized storage providing, and appropriate-of-rack Ethernet switches for its blade server structure.
the new workload-optimized server, storage, and networking items are aimed not handiest at expanding facts core performance, but also at offering clients the ability to opt for what they want from whichever carriers they pick, noted David Gelardi, vice president of earnings guide for IBM's systems & expertise neighborhood (STG).
"We're carrying on with down the route of constructing it convenient for purchasers to integrate IBM into their environments whereas being in a position to decide upon exactly what they need," Gelardi talked about.
New to IBM is the DataPower X150z, a excessive-pace WebSphere management equipment built right into a server blade that works along with IBM's new zBX mainframe.
The DataPower X150z is akin to the IBM WebSphere DataPower Integration equipment X150, which IBM delivered prior to now as a workload-optimized equipment to enhance WebSphere performance. The DataPower X150z suits in an IBM zEnterprise BladeCenter Extension (xBX), which is an IBM BladeCenter chassis tied to an IBM equipment z mainframe a via a common management interface.
The DataPower X150z is the latest blade server for use at the side of IBM mainframes. Gelardi noted IBM Power7 blade servers and a blade primarily for operating IBM sensible Analytics Optimizer are additionally purchasable, and via yr-end a x86-primarily based blade will also turn into purchasable for the mainframe.
IBM is making a wide variety of blade servers attainable for its zBX mainframe because of the differing types of workloads customers use, Gelardi observed.
"definite workloads work stronger on diverse structure," he mentioned. "we are featuring a single management interface and a high-performance interconnect to permit customers to tailor their servers to their workload necessities."
additionally new from IBM is the Workload Optimized Blade for Database, a brand new version of the business's pre-configured eX5 Blade systems server blades.
With the Workload Optimized Blade for Database, IBM has created a really good, pre-validated configuration for operating databases or heavy facts applications that shoppers can immediately put in force, Gelardi spoke of.
"we've packaged the expertise together as an architectural aspect for consumers to quickly implement," he stated. "nevertheless it's no longer a pre-packaged product. We're offering innovations with definite alternate options for them to believe."
IBM also added the Storwize speedy application Storage solution which mixes the IBM Storwize V7000 midrange disk system with IBM's Tivoli Storage productiveness core and its Tivoli Storage FlashCopy supervisor into a single providing to enhance storage efficiency and make it simpler to installation and manage.
next: Storage, Plus New IBM Ethernet Switches
The Storwize V7000, introduced in October, was IBM's first array to come back built-in with its SAN volume Controller (SVC) technology, giving it the capacity to create digital storage swimming pools that can enhance disk utilization and decrease storage fees.
Combining the Storwize V7000 with the Tivoli Storage functions makes it possible for the whole package to be implemented in half the time whereas decreasing the time associated with backing up data from SAP, Oracle, Microsoft exchange, and related applications with the aid of as much as ninety %, Gelardi pointed out.
additionally new from IBM are two new correct-of-rack Ethernet networking switches from Blade community applied sciences, which IBM received remaining Fall.
The switches include virtualization-able utility that allows them to understand there are digital laptop-able elements obtainable after which immediately configure themselves for that environment, Gelardi pointed out.
The IBM WebSphere DataPower Integration equipment XI50 for zEnterprise starts at $one hundred,000, and is presently available. The IBM Storwize fast utility Storage (RAS) answer and the Workload Optimized Blade for Database are additionally both presently obtainable, however pricing changed into not automatically launched.
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The systems that IBM uses to make its product announcements like to play a bit of cat and mouse with all of us, and those of you who know me know that I check the system religiously to see if anything interesting has come out. Before the Thanksgiving Day holiday, Big Blue did make a bunch of IBM i-related announcements, but they did not show up on my account until after they had already put the December 1 edition of The Four Hundred to bed.
The important thing is that IBM has finally gotten around to providing Express Edition pricing on the entry Power S814 system that is the most likely machine that IBM i shops will acquire as they move off older iron. As they reported a few weeks ago, there are no upgrade paths from the Power 720 machines using Power7 chip and Power 720+ machines using the Power7+ chip into the Power S814 or Power S824 systems based on the Power8 chips, and not having Express Edition discounting made the move to these Power8 systems a little harder to justify to customers using older Power 520-class machines based on earlier Power5 through Power6+ systems. With the Power S814 Express Edition, it gets a little bit easier to make the case for the newer iron, but I suspect that there are plenty of customers who will go with a Power 720 or Power 720+ machine if they can get a great deal on it.
In announcement letter 114-196, you will find that IBM has created two different versions of the Power S814 IBM i Express Edition machines. The feature #EU2C variant of the IBM i Express Edition configuration goes with the four-core variant of the Power S814 system, which was announced in June quite a few months ahead of when it was expected. (In fact, IBM was telling business partners that it was not sure if it was going to do a four-core machines with a P05 software tier for IBM i. But after a few months of partners and customers no doubt complaining very loudly, IBM not only decided to do, but to do it several months early.) With that Express Edition license, customers have to buy a machine with at least the 16 GB base main memory configuration, designate IBM i or the Virtual I/O Server as the primary operating system, and have two storage devices attached to the machine. They can be two disk drives, two solid state drives, two Fibre Channel adapters, or two Fibre Channel over Ethernet (FCoE) adapters. (The latter supports the Fibre Channel protocol running atop 10 Gb/sec Ethernet adapters.) If customers order the Express Edition on the four-core Power S814 machine, they will get a license to five IBM i users (worth $1,250) at no charge, and IBM is also tossing in a license to IBM i Access Family (either the 5770-XW1 or 5761-XW1 editions). IBM will also bundle in reduced price licenses for Rational Developer for i for SOA Construction (5733-SOA) and either Rational Development Studio for i (5770-WDS) on IBM i 7.X machines or Rational Development Studio for i (5761-WDS) for IBM i 6.X machines. The amount of these discounts was not given in the announcement letter.
With feature #EU2D on the six-core Power S814, which is in the P10 software tier, all of the same rules apply and customers get the same software add-ons at a discount price as on the four-core Power S814. The only difference is that the six-core Power S814 machine comes with 30 IBM i user licenses added in for free, which is worth $7,500.
The Power S814 IBM i Express Edition machines were available on November 25.
IBM is not offering an IBM i Express Edition for the Power S814 equipped with eight cores, which is also in the P10 software tier. This is consistent with the prior Power 720 and Power 720+ Express Editions in the prior product line, but IBM should probably have done an eight-core variant as well just to make it all fair.
We will try to get their hands on the actual pricing of the Express Edition machines above and see how they compare to prior Express Edition iron and to plain vanilla, undiscounted machines.
IBM also made a few other announcements on November 25. First, that big fat 128 GB memory card that the company said earlier this year it would make available on the two-socket Power S824 is available starting December 9. The 128 GB memory card is not just available for the Power S824 system. This fat memory card is also available on the Power S812, Power S812L, Power S814, Power E870, and Power E880 systems.
The 128 GB card has the same architecture as the existing 16 GB, 32 GB, and 64 GB cards already used in the Power S824 system, including the on-card L4 cache memory implemented in the “Centaur” buffer chip on the memory card. (See Thanks For The Cheaper, Faster Memories from the June 9 edition of The Four Hundred for all of the details on the memory technology employed in the Power8 systems.) With the new feature #EM8E memory card, IBM can now deliver the 1 TB of memory per socket (with eight memory slots per socket) that it promised for its two-socket machines. This is the same capacity that IBM is offering on higher-end Power E870 and Power E880 machines, and will no doubt also be available on the four-socket Power8 system that IBM is expected to launch in early 2015 that I have already told you about. The fat memory card runs at the same 1.6 GHz speed as the skinnier ones, and considerably faster than the 1.07 GHz memory used with Power7+ systems.
The feature #EM8E memory card costs $10,625, which works out to $83 per GB. IBM’s list price for the 32 GB and 64 GB cards is $53 per GB, which works out to $1,700 and $3,400, respectively. IBM is charging $1,250 for its 16 GB memory card, which works out to $78 per GB and which also shows you that IBM has a pretty high cost in making these special memory cards but one that it believes is worth the cost and engineering to give the Power8 systems an edge over their Xeon rivals in Server Land. IBM can cram 2 TB of DDR3 memory in 16 slots within a two-socket machine that tops out at 16 total cores. The latest Intel Xeon E5-2600 v3 servers can have up to 24 memory slots in a two-socket machine, and it uses faster and cooler DDR4 memory. And while Intel can put anywhere from 8 to 36 cores in its two-socket machine, it can only support a maximum of 768 GB of main memory across those two sockets with a top-end 32 GB memory stick. Here’s the difference. If you look at the workhorse ProLiant DL380 Gen9 system from Hewlett-Packard, a 32 GB memory stick running at 2.13 GHz costs $750. IBM is charging $950 more for the Power8 memory card in the same capacity, and mostly because it has a unique interface, the Centaur buffer chip, and the L4 cache memory that is distributed across the memory cards.
We all really want to see how the difference in engineering with these Xeon E5 v3 and Power8 machines and their difference pricing matter where the rubber hits the road. I will start trolling for workloads and pricing. Thus far, the data has been a bit scarce, with server makers mostly abandoning the TPC-C online transaction processing benchmarks and taking their sweet time on other system-level tests that might help IT shops make better decisions.
Aiming High, And Low, With Power Chips
Power Chips To Get A GPU Boost Through Nvidia Partnership
IBM Will Fill The Hole In The Power8 Line
IBM Rolls Out The Big Power8 Iron
Power Chips To Get A GPU Boost Through Nvidia Partnership
Plotting Out A Power Systems Resurgence
Partners Need To Get Certified–For Power8 And IBM i
Power8 Packs More Punch Than Expected
IBM Readies More Power8 Iron For Launch
Counting The Cost Of Power8 Systems
Four-Core Power8 Box For Entry IBM i Shops Ships Early
Thanks For The Cheaper, Faster Memories
Threading The Needle Of Power8 Performance
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When blade servers hit the market less than five years ago, they were aimed at companies such as ISPs who needed lots of server capacity in a hurry to accommodate the ever-expanding Web. The idea seemed so obvious: put common elements such as fans and power supplies in a shared chassis and add computing
power in the form of a server on a card, as needed. We’ve been doing it for years, adding ports to network switches.
Then corporations discovered that blades had a home in their data centres as well. With rack space at a premium, they found they could stuff twice the number of servers into a given space with blades. The tangle of cables was eliminated as well, since servers within an enclosure communicate through the backplane; only the enclosure itself needs external cables.
That’s not to say that blades are taking over, but their growth is still significant. Last year, they represented five per cent of U.S. server market shipments, according to IDC, and that share is expected to grow to 28 per cent by the end of 2008. Worldwide, says IDC analyst Jessica Yang, the trend is the same.
The small percentages still represent a good-sized market. This year, U.S. blade server spending is expected to hit US$603 million (close to US$1 billion worldwide) and 174,000 units; by 2008 the estimate is US$4.1 billion, and 1,224,000 units. In Canada, the market is still small, with only 1,800 units sold in Q2, 2004.
Yet many of those sales, so far, have been concentrated in a handful of vendors. IBM, Hewlett-Packard, Dell, Sun Microsystems and RLX Technologies own a whopping sixty per cent of the market, with IBM and HP holding the lion’s share.
We requested information on their wares from the top five vendors; here’s what they found out.
Prices quoted are vendors’ list, in Canadian dollars, and converted at the current Bank of Canada rate as required.
RLX grabbed the NO. 3 spot in Canada in the second quarter of this year, with 11.5 per cent of shipments. In the U.S., it was number four in 2003, with six per cent (four per cent in the first half of this year).
A pioneer in the blade universe, its offerings include single and dual Intel Xeon processor blades at up to 3.06 GHz, with up to 120GB storage in 60GB ATA drives and 8GB RAM per blade. By the time you read this, new models will have been released offering the Intel EM64T chip set.
The 6U 600ex chassis holds 10 blades, three redundant power supplies and cooling fans (all hot swappable), two Gigabit Ethernet uplinks and optional management or KVM blades.
The Control Tower XT management software runs on a dedicated blade, and automates operating system and software deployments; if a blade fails, when its replacement is popped in Control Tower will image it and bring it online.
Supported operating systems include Red Hat Linux 7.3 and 9.0, Fedora Linux, Windows 2000, and Windows Server 2003.
HP is NO. 2 in the blade world, though by a slim margin. Last year, IDC said it trailed IBM by one per cent in U.S. shipments, and it lags by six per cent in the first half of this year. In Canada, the picture is the same.
Its ProLiant line of blades is extensive. It has two series: the BL e-class, for front-end applications and computational clusters, and the BL p-class, for enterprise applications.
The BL p-class chassis is 6U high, and holds eight BL20p, 16 BL30p, or two BL40p server blades. Two outside bays allow for interconnect switches or patch panel modules. The power system is a separate unit, 3U high, that holds up to six three-phase power supplies.
The blades are of varying sizes, as you can guess from the radically different quantities that can fit into an enclosure. The BL20p and BL30p support dual processors, while the BL40p can handle quad Xeons. Speeds go up to 3.2 GHz.
The BL20p and BL40p support SCSI disks (2 and 4, respectively, though neither ships with drives), while the BL30p has a pair of ATA drive bays.
The BL40p has two PCI-X expansion slots for SAN connectivity.
These configurations are not cheap, so in an effort to encourage businesses to try blades, HP offers a BL20p starter bundle consisting of a chassis, two 3.06 GHz BL20p blades, a single phase power enclosure with two power supplies and a patch panel and mini bus bar to plug them all into for $12,869, a saving, says HP, of more than 30 per cent.
Supported operating systems include Microsoft Windows Server 2003 and Windows 2000 Server, Red Hat Linux, and Novell NetWare 6.5 (BL20p only).
Dell was no. 3 in the U.S. blade market, with 12 per cent of shipments in 2003. This year, its share has fallen by half, though new products to be released in the fourth quarter may improve the picture.
It offers the PowerEdge 1655MC chassis, a 3U enclosure that holds up to six server blades. The chassis includes redundant power supplies and cooling fans, remote management card with integrated KVM switch, and a managed Layer 2 Ethernet switch (a second switch is optional) with six Gigabit Ethernet inputs (four copper uplinks).
Maximum configuration for a blade is dual 1.4 GHz Intel Pentium III processors (133 MHz front side bus), up to 2GB 133 MHz ECC SDRAM, Ultra160 SCSI controller, RAID controller, two SCSI drives (up to 146GB at 10K RPM or 72GB at 15K RPM), two embedded Gigabit Ethernet controllers, and one USB port.
Dell offers factory installation of Windows 2003 Server (standard, enterprise or Web edition), or Red Hat Linux Enterprise V3. Windows 2000 Server, Advanced Server. Red Hat Professional Linux 7.3, 8.0 and 9.0 are all validated on the platform, but not available pre-installed.
IBM is undeniably top of the heap in blade servers. With a 30 per cent share of U.S. shipments in the first half of this year (up by 25 per cent over 2003, mostly at Dell’s expense), it is currently pulling ahead of HP. In Canada, in Q2, 2004 it did even better, with a 37 per cent share.
Its BladeCenter line consists of models supporting up to four Intel Xeon processors with speeds up to 3 GHz, and a 400 MHz front side bus, up to 16GB ECC DDR RAM, two hot-swap SCSI drives (total, up to 293.6GB capacity), and four Ethernet controllers. Up to two optional blade server interconnect modules provide Fibre Channel or Gigabit Ethernet connectivity for the chassis.
The 7U enclosure holds 14 server blades, and is equipped with four hot swappable power supply bays and four switch module bays. It has a single management module, with the option to add a second, and has keyboard, video, mouse, USB and Ethernet connections. IBM is the only vendor to include diskette and CD-ROM drives in its chassis; they are accessible to all blades.
Supported operating systems include Microsoft Windows, SuSE Linux, Red Hat Linux, and Novell Netware.
Sun is NO. 5 in the top five, with a five per cent share of U.S. shipments in 2003, and four per cent in the first half of this year. In the second quarter of this year, it gleaned six per cent of Canadian shipments.
Its Sun Fire blade system consists of the Sun Fire B1600 chassis, a 3U module supporting 16 blades. It includes dual power supplies, integrated Gigabit Ethernet switch fabric and one switch and system controller (a second is optional).
The Sun Fire blade server family includes the B100s blade, a 64-bit single processor server, the B100x single processor 32-bit server, the B200x 32-bit dual processor blade, and other specialized blades.
The B200x features a pair of 2 GHz Intel Xeon processors, up to 4GB RAM, a 30 GB IDE hard drive and four Gigabit Ethernet interfaces.
Operating systems offered are Solaris x86 Platform Edition and Sun’s standard Linux distributions.
Sun, like HP, has a starter kit consisting of a B1600 chassis, eight B100s blades, one V120 server, appropriate licences and full installation for about $40,000.
Double-edged sword: buyer beware when checking out blades
Blade servers are undeniably hot, in more ways than one. The market is growing enthusiastically, as corporations discover how much they can stuff into how little space, and how much tidier their racks can be without the rat’s nest of cables that accompany ordinary servers.
In the less than positive sense, blades do generate heat in their enclosures. In fact, IDC’s Jessica Yang says unless a data centre was built in the past 10 years, it probably cannot offer either sufficient power or sufficient cooling to cope with masses of blades. Vendors, says Yang, now offer consultations with prospective customers to ensure blades are appropriate in their environments.
All applications may not necessarily be compatible, either. HP, for example, has an extensive list of certified apps listed on its blade server home page.
Compatibility is also an issue in hardware. “”Mix and match”” is not a term you hear in the blade world. If you have an HP enclosure, it wants HP blades, or at least blades built specifically for HP enclosures. This means that vendors such as Cisco, who may want to produce add-on modules, have to design, test and certify a different product for each vendor’s system.
Management, too, tends to be proprietary, although some blades, such as IBM’s, can also be managed with an enterprise package such as Tivoli (IBM’s enterprise management tool).
Still, blade servers have a growing place in the data centre. They can be especially valuable where large amounts of computational power are needed, as in computer animation. They do not have large amounts of onboard storage, though, and are not suited to high-availability applications since they are designed to be disposable — if one fails, it can be swapped out.
In other words, blades are still a comparatively young technology, with all of the attendant searches for the right niches and the inevitable jockeying of vendors for both marketshare and the de facto standard. The potential is huge, but homework is definitely in order.
But some worry whether they will be able to meet the new technical and sales certification requirements IBM will require for all software resellers starting in October. And some volume resellers that provide little in the way of value-add services could be in for trouble.
"We're very bullish on this whole thing. In the short term, it's going to be a lot of work. But in the long term it's going to help us," said Toby Banks, software sales director at Toronto-based Softchoice Optimus Solutions. While he was confident his company could meet the certification requirements for almost all the IBM software products Softchoice Optimus carries, he added: "We're not at 100 percent and I don't know if we're going to get to 100 percent."
Last month, IBM informed the approximately 100,000 solution providers that sell IBM software that it is switching from an uncontrolled distribution plan, under which solution providers were free to resell the company's software products after doing little more than registering as an IBM partner, to a controlled distribution plan with new certification requirements.
The change applies across all of IBM's software product lines, including WebSphere, Tivoli, Information Management, Lotus and Rational software. IBM channel executives said the "Growth Through Skills" initiative, known as "Tuscany" while the program was under development, is designed to ensure that channel partners have the skills to add value to the software they are selling customers and are not simply moving products.
"I'm actually rather encouraged by it," said Stan Duda, executive vice president of sales and marketing at Alpine Consulting, a Schaumburg, Ill.-based solution provider. "We're increasingly running into the issue of keeping the margin in a deal," he said, noting competition from low-cost resellers.
"This really is where IBM would like its partners to go. It keeps out the riffraff and the people who don't understand the solutions," Duda said. Poor implementations of IBM software and dissatisfied customers hurt all solution providers in that market, he added. "This affords us more margin in the long run."
"We view it as an opportunity," Dave Kemper, a managing partner at Dataskill, a San Diego-based solution provider, said at the time of the IBM announcement. "Many times partners sell [IBM software] as a commodity or don't recommend the right software. This program will ensure that the right skills are used in the sales process and on the technical side to make sure a solution is deployed properly."
One partner who asked not to be identified, however, said he has received calls from several other resellers who are nervous about meeting the certification requirements. "There's a lot of people freaking out about it," the executive said. The change also could lead to decreased sales of IBM software overall when the certification requirements kick in and push some potential customers to competing products.
Duda said the new distribution restrictions could also eliminate situations where a solution provider stumbles across a sales opportunity outside of their core business. Without the needed certification, they won't be able to close such deals.
Banks said the new distribution plan could have the most impact on volume resellers, such as Software House International and Dell's ASAP Software subsidiary, that provide few implementation services. "This allows organizations like us to compete more fairly against software houses that have been competing against us on a very, very cutthroat percentage," he said.
Under the new plan IBM created 14 categories of software products in which solution providers must have at least two technical employees certified by IBM to work with those products and at least one sales representative that has passed IBM's "sales mastery" test for those products. IBM software resellers are now evaluating what skills they have in-house to meet those requirements and where they need additional training.
Dataskill sells software from 10 of the 14 product groups and at the time of IBM's announcement Kemper said the solution provider already met the certification requirements for five of those groups. The company is making plans to train employees and hire expertise from outside -- increasing headcount in technical areas by 30 percent and in sales by as much as 50 percent.
Banks said Softchoice Optimus already has some 60 to 70 certified employees covering about 98 percent of the company's IBM software-related business. He said there's one product area the company is at "medium-risk" of not meeting the certification requirements and one at "high-risk." Because the company is based in Toronto, Banks said it has to get certifications in both the U.S. and Canada. "For me, that's very expensive."
Several IBM software resellers also raised concerns about the cost of the training partners need to get certified. IBM didn't announce a formal program to cover those costs, but at the time of the announcement, Salvatore Patalano, vice president of business partner program sales in the IBM Software Group, hinted the company would be assisting partners with training expenses. "You pass, they pay," he said at one point during an interview.
Banks said IBM has been offering discounts for some training, such as for Tivoli-related classes at last month's Pulse conference in Las Vegas, and vouchers to cover fees for certification tests.
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