Re: Open Access for RPG

In the following I will try to see if, not particular RPGOA, but
any other tecnical software iniative - will move anything, all
in a market perspective.

I think one of the problems is to see and understand what is
actually running and going on out there.

IMO the general view of the iSeries market can be devided into
3 main areas:

1.
About 70-80% runs big partners ERP systemes, these installations
are very much protected by the BP. You will however meet them in
common etc. This group is primary the target for any new HW/SW
development and announcement from IBM. They have IT-strategies,
they will buy servers to be used for development and others for
hotswaps and here is a increasing need for more and more power
etc. etc.
In an IBM sales perspective, this is the group were you will
find new accounts (due to partner sales of ERP) and a high
frequency of upgrades.

2.
About 10-15 % of "active" legacy customers, typical they are medium
and bigger shops with IT strategies etc. You will find some of
them in common, at curses and in forums like this. Most smaller
ISV's is also to be found in this group, partly because this is
a source to be updated, partly because it is here they may
find customers.
In an IBM sales perspective, there is no new accounts in this
group, but they will have a medium to high frequency of upgrades
and some may buy additional servers.
If any in this group decides to replace their legacy system
the new one will either move them into group 1 or it will
typical be an Intel based ERP System.

3.
About 10-15% of "inactive" legacy customers, typical they are P05/
P10 customers that is very hard to address. They are minding their
own business and you only see them in the market when they have
specific needs they have to forfill. They may have a singe program-
mer, or a part time programmer that at the same time has other
function in the company they work for or the may use a smaller ISV
that typical in many years has assisted them - or ofcourse a mix.
In an IBM sales perspecitive, these customers is a lost case,
with no or low frequency of upgrades.
If any in this group decides to replace their legacy system
the new one will in most cases be a Intel based ERP system.

The main problem is that while group 1 customers is covered by
partners that has marketing, sales force and PRODUCTS etc. the
group 2 & 3 is typical covered by smaller ISV's that in many
cases dosn't have an up to date core ERP package - so they have
nothing to compete with as eg. MS with their Business Solution
or others, if a decision is made to look for a "new solution"
and that decision will eventually come.

You may or may not extend the life of group 2 & 3 with some
new features in a minor programming language and complementary
products in a short perspective, but in the long run they are
in most cases lost.

Without a widely spread and known iSeries Business Framework
supported by smaller ISV's for the smaller segment the battle
is lost.

IBM has struggled with this problem for many years. The problem
is that most initiatives has been local, few one was successfull
and most failed (IBM Denmark has actually owned 50% of the shares
in the company that made a big part of - MS Business Solution)
but IBM has also tried an international initiative know as
"San Francisco" - a java based business class library.

The "San Francisco" project originated when a dozen AS/400 BP
approached IBM loking for help in making the transition of their
outdated COBOL and RPG tecnologies - and here we are again.

Why didn't IBM succed when MS can succed and where is the problem ?

I think the answer is, that this is not a technical problem,
the problem lies in the internal structure within IBM and in
their organisation of their partner program.

While MS is very top driven, IBM operation in each country is
allowed big freedom, it is therefor very hard to implement a
"this is ""the"" Business Framework" international strategy.

IBM has also a number of very powerfull international partners
(SAP etc.) and they don't like competition and has all
strategies to target the exact same market (SAP One etc.).

Because these partners can influence strategies on a local
basis within IBM but has to argue directly with "Dart Vader"
within MS they has much more power to influence IBM.

In many years smaller ISV's has been screaming for IBM marketing
on the iSeries, the argument is that they are losing and losing,
but what has IBM actual to market to a smaller company looking
for a solution and who dosn't really care what black box it is
running on ? Nothing!

If IBM just build a state of art and RPG/FREE "Power Business
Core" with just basic functionallity (G/L, A/R, A/P, invoicing,
inventory) many smaller ISV's and legacy customers would have
a new starting point and thereby a good reason to update their
skills.

In the same time marketing wouldn't be vasted and many ISV's
would have new business oppotunities not only building com-
plementary products but also in revenue for new account sales.

Unfortunally I don't think this will never happen :-(

Henrik