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Booth,
At 9/10/03 12:23 PM, you wrote:
the iSeries is a niche product that appeals to the organization that wants a
top to bottom solution and no finger pointing from the software supplier
blaming the hardware supplier and vice versa.
Why does that make it a niche product? It is a general purpose business
system.
On that basis the pSeries customer is a different breed, and there's a lot
more of them. Equal time is not appropriate, but IBM could get the
demographics for the iSeries breed and of the pSeries breed and spend
equally, per capita.
How about starting by targeting industries / areas that are traditional
iSeries strongholds (e.g. apparel, distribution, banking, etc.), and branch
out from there. I think that it has the potential to surpass pSeries sales
in many areas, if only IBM would choose to do so.
BTW, I believe that should IBM choose to push the box they MUST train and
provide incentives to their sales people to sell the /400. I know of
several /400 sales that were "stolen" BY IBM SALES REPS to push the client
to an RS/6000.
If IBM doesn't "believe" in their own product, then how can the customer?
-mark
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