Re: Fast400 Value to iSeries community is less than zero -- MIDRANGE-L

Don,

I feel for ya buddy.  As a former business partner I was all over the IBM folks
that it was THEIR job to sell THEIR policy.  I wasn't very popular with them.
They didn't like it any more than you do.

But really, if the client is basically an interactive centric environment then
only sell the interactive CPW numbers.  If they ask about the higher CPW numbers
just tell them that it is for batch processing only.  But stay focused on the
interactive CPW and forget about the 600 CPW.

Make up some story like it's two different processors or something like that.

Relate CPW to an NT farm and tell them that a 75 CPW is like getting 7.5 NT
boxes running SQL server and a 150 CPW is like running 15 NT boxes or whatever
you can get out of your mouth without choking.

The 600 CPW is a special (ya, that's it, it's "special") feature to make your
month end closing run faster. Ya, that's the ticket!

That's what IBM calls "selling". <g>

Don wrote:
>
> Nathan,
>
> That's in effect what's going on now.  You buy a config of say 600 CPW,
> but are constrained to only using 45 for interactive until you "BUY" more
> interactive...
>
> Well, from a person that used to using ALL of the 1.7ghz of their servers
> on the intel platforms to look at a proposal and realize that they're
> paying $110,000USD for a machine that they can only use 45/600th of, is a
> bit of an annoyance and one helluva SOB to sell!
>
> Nathan, would you pay $110,000 for a system you were only allowed to use
> 7.5% of!?  These numbers are approximate, but close enough to what I was
> faced with this week in trying to talk a Fortune 100 client to upgrade...
>
> OH, BTW, the Intel servers would only could a couple grand....FAR from teh
> $110,000 +/- so we're faced with the same kinda scenerio Borts was down at
> JC Penney....
>
> It's also a easy way to be thought an idiot and laughed out of someone's
> office!
>
> Don in DC
>
> ------------
>
> On Thu, 8 Nov 2001, Nathan M. Andelin wrote:
>
> > From: "Don" <dr2@cssas400.com>
> > > The NON-IBM world is of the mentality that if they buy
> > > a machine that runs at 1.7ghz that they should be able to use
> > > ALL OF IT FOR THEIR APPLICATIONS...NOT have some
> > > bullshit cycle killer like CFINTxx come in and creat a forced
> > > cap on performance.
> >
> > I tend to agree that CFINT must be a public relations nightmare for IBM and
> > its Business Partners.  The idea of a program that does little more than
> > burn cycles sounds like a virus.  No wonder people get offended.
> >
> > Maybe the way to solve this negative perception is to remove the governor,
> > and license "Interactive Features" (the software) separately from OS/400.
> > Base the Interactive Features price on the number of active sessions the
> > software must support.  IBM may get the same revenue while avoiding the
> > consequences of installing a program that acts like a virus.
> >
> > Of course, that may not solve the problem of iSeries poor price/performance
> > perception.
> >
> > Nathan M. Andelin
> > www.relational-data.com
> >
> >
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