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As Vice President of IBM NT Solutions Marketing, Dick Sullivan has worldwide
responsibility for developing and delivering the marketing strategy and programs for IBM
middleware on the NT platform. Formerly, he was Director of Software Marketing Operations,
responsible for marketing activities with Server Group divisions and Briefing Centre
Operations. Windows NTexplorer magazine recently caught up with Richard Sullivan to
discuss amongst other things: Windows NT’s relationship with Unix; a Java powered
strategy; and Windows 2000.
NTe: IBM continues to invest heavily in supporting NT as a key industry
platform, with an integrated initiative across the entire company, including hardware,
software, services and support. Can you tell us a little about these initiatives?
R.S: IBM provides software, services and PC servers for the Windows NT platform. We
possess a complete portfolio for Windows NT - more offerings than Microsoft itself. There
are four reasons our customers should consider IBM for all of their Windows NT needs:
Quality products; better terms and conditions; middleware that can integrate applications
across the enterprise; and 30-plus years of experience in delivering scaleable, reliable
and secure systems.
Our Netfinity servers, for example, support a full range of e-business, business
intelligence, small/medium businesses and large enterprise solutions, and our
cross-platform software enables customers to develop new applications on their Windows NT
systems and integrate them back into their line of business applications. IBM has nearly
10,000 software engineers working on multi-platform development, including Windows NT. Our
software is scaleable and reliable, and it can connect to whatever the customer is running
today, regardless of platform.
We also have thousands of Windows NT services specialists who can provide support ranging
from migration and integration services to technical support for the Windows NT operating
system.
NTe: The position of NT as an operating system is obviously growing by the day.
However, this success has some way to go before it catches up with its Unix and mainframe
rivals. How does IBM, with its solid mainframe and Unix background, fit into this; are
IBM’s NT solutions helping Microsoft Windows NT become the operating system of
choice?
R.S: Research shows that 90 percent of all enterprises run three or more operating
systems. Rather than displacement, we're seeing Windows NT systems co-exist with Unix
systems such as AIX, Sun Solaris and HP-UX, as well as AS/400, System/390 and other
servers. Customers tell us this multiple-system landscape is not going to change. IBM's
strategy is to give customers choice and flexibility to make decisions about operating
systems based on their application needs, not platform religion. We'll support them with
middleware that runs on and integrates across all popular platforms.
NTe: Mainframe suppliers are currently stressing their ability to support Windows NT.
Microsoft wants a share of the enterprise network server market. Does IBM have any plans
to attempt to limit that share?
R.S: IBM estimates that the market for NT-related software, hardware and services is
some $35 billion (approx. £22 billion) operating system revenue, which by default goes to
Microsoft, accounts for approximately $5 billion (approx. £3 billion) of this amount. The
largest portion of market opportunity is in areas where IBM has unique strengths, and we
are well-positioned to capture NT-related opportunities. Our products for Windows NT, such
as the IBM DB2Universal Database and Netfinity servers, and Lotus Domino, continue to
out-perform competitive offerings. IBM is now shipping three integrated software suites
for Windows NT: the IBM Suite for Windows NT, for branch offices, departments and
medium-sized companies; the IBM Enterprise Suite for Windows NT, for large enterprises;
and the IBM Small Business Suite for Windows NT. These suites have everything customers
need, including a database solution and collaboration, to build and deploy e-business
applications, and they have prices and terms so attractive it makes sense to do business
with IBM.
IBM's NT suites are easy to buy, easy to install, and easy on the customer's budget –
about one third off the price of the individual components. We are not standing still.
This year, we plan to enhance our NT offerings: we're integrating our WebSphere
transactional web server into the Suites; and we'll offer our customers a common
directory, common administration and security, and a single sign-on.
NTe: Do you believe the NT platform will adversely affect AS/400 sales? If so, what
steps is IBM taking to prevent this? If not, why doesn't IBM see this as a threat; and is
IBM taking NT seriously?
R.S: As I indicated earlier, the vast majority - 90 percent- of our enterprise
customers have three or more operating systems. They want solutions that will help them
integrate their core business applications across these various platforms, which often
include Windows NT, AS/400, System/390, and other servers. Customers can build
applications with IBM middleware on the Windows NT platform and add more capability by
moving to more powerful platforms like the AS/400 or integrating with line of business
applications already running on the AS/400. Because our solutions are based on open
industry standards and are cross-platform, customers have choice and flexibility to base
their decisions on their application needs. Our middleware will connect to whatever the
customer is running today, regardless of platform.
NTe: Can IBM capture market leadership in any sector of the NT market place?
R.S. IBM made the decision long ago to support customers who want to use the NT
platform. We have spent years building the industry's best hardware and software offerings
for the NT platform, and developing the most comprehensive set of services for Windows NT,
bar none. We now have an unmatched portfolio for Windows NT - products and services that
are designed with both enterprise customers small fast growing businesses in mind. Our
products are more scaleable, more reliable and more available. They enable customers to
quickly extend their businesses to e-businesses, and easily integrate their NT systems
with existing applications.
NTe: Does IBM remain committed to a Java-powered strategy, despite Microsoft’s
scepticism about Java?
R.S: IBM is strongly committed to Java. IBM is a major contributor to the evolution of
the Java platform and the leading provider of solutions, technologies and services that
make Java real for enterprise customers. One of the first Java licensees, IBM, along with
our Lotus Development Corp. and Tivoli units, has made significant investments in Java
development. More than 2,500 IBM professionals worldwide are focused on advancing the Java
technology and delivering the solutions that help customers use Java to and product
solutions to help application developers succeed with Java.
NTe: What are your thoughts on the future for Windows 2000 and how do IBM fit into
these plans?
R.S: IBM is part of Microsoft's "First Wave" beta program for Windows 2000,
a special program for selected software vendors who provide significant solutions for
Windows NT. We have a very strong technical relationship with Microsoft and will continue
to be very focused on delivering the best products in the industry for this
environment.When Windows 2000 ships, our services organisations around the world will have
the necessary skills, and our key middleware and hardware products will support it and
take advantage of all the new system services provided in the new release.
NTe: And finally, can you tell us your views on the America On Line take-over and how
do you foresee this will affect IBM, if indeed it will?
R.S: IBM will continue to cooperate with Sun and other companies on the development of
open standards and will compete with them on the implementation of solutions based on
those standards. IBM already has an integrated set of enterprise solutions, such as the
IBM suites for Windows NT, a global team of consultants and services professionals,
industry expertise and experience, and a multi-billion dollar research division that can
solve business problems today.  |
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