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I'd take the liberty of suggesting "loyalty" may be the wrong.  Maybe it
should be called "satisfied customers" or "getting the job done"?

The way you've worded your response I come away feeling you were really
saying "those too stupid to move forward".  I see it quite the opposite.  I
see businesses staying with a winner.  Once they see what the IBM midrange
offers and it being repeated decade after decade, they stay there.



---------------------------------------------------------
Booth Martin   http://www.MartinVT.com
Booth@MartinVT.com
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-------Original Message-------

From: midrange-l@midrange.com
Date: Tuesday, January 22, 2002 11:30:43 AM
To: midrange-l@midrange.com
Subject: Re: New iSeries Purchases ?

This has been the case for a number of years dating back to the
S/3's and going forward. Most, if not ALL 400's came from a prior
midrange machine. You see very little "new installs", but they
do occur. The percentage is tiny compared to "upgrades".

If a "survey" was done today, I suspect you would find
very few "new installs"... When was your last "new install" in a
business that did not have some form of IBM midrange prior ???

If IBM midrange didn't have such strong customer loyalty, the
plant is Rodchester would be building "widgets"......

The same thing holds true for the "Big Iron" shops that simply
won't move to another platform because of loyalty.

MVS is almost 30 years old and is still being installed around the
world....(Now that's loyal)



Don wrote:
>

> Al,

>

> if I'm reading this right, you're saying no new market share and all

> you're selling to is existing customers either doing upgrades or

> additional boxes.... All, basically due to the fantastic job that IBM

> marketing is doing?

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