Sun, Microsoft Deal Presents Opportunities And Risks For VARs

Sun, Microsoft Deal Presents Opportunities And Risks For VARs

Sun Microsystems' agreement to start OEMing Microsoft's Windows Server 2003 operating system as an option for its x86 servers opens the doors to new opportunities for Sun's channel, but runs the risk of further commoditizing Sun's hardware.

The move, which the two vendors unveiled yesterday, comes less than a month after IBM said it will expand its support for Sun's Solaris operating on it x86 server line.

The two events solidify the fact that x86 server hardware, including the servers from Sun, have become commodity products, said Mike Thompson, president of Groupware Technology and Computing, a Campbell, Calif.-based Sun solution provider.

"In the long run, most people who buy Sun hardware will run Solaris," Thompson said. "But we can now go into a Sun house and offer Microsoft. But on the flip side, IBM partners will be in Sun shops selling Solaris."

It is nice to see Sun formalize something that was already happening, said Rob Wolfe, president and CEO of AvcomEast, a Vienna, Va.-based Sun solution provider.

"People are already loading Windows on Sun x86 servers because they are great servers," Wolfe said. "It's nice to see the commodity operating system on commodity Sun servers."

On the other hand, Wolfe said, he really does not want customers to see another operating system as an alternative to Solaris, which he called the best operating system in terms of value, performance, and security.

"As a Sun partner, we will need to work harder to talk to customers about the strength of the Solaris platform," he said.

Sun solution providers do see new opportunities to compete against other industry-standard server vendors using Windows and Sun hardware.

Donna Regan, director of marketing at Regan Technologies, a Wallingford, Conn.-based Sun solution provider, said she expects the combination to let her company be able to displace Hewlett-Packard or Dell servers with some customers.

However, this does not mean she expects to become the sole provider of servers to customers with mixed environments.

"Customers like to keep multiple vendors around," Regan said. "Obviously, we'd like to be the only one in there. But customers like a little competition. Most of the time, customers are not looking for a single throat to choke. What I think they are looking for is someone to help them with cross-platform applications."

Wolfe said he expects new opportunities to sell Sun servers to customers his company had not been able to reach before. "Customers have racks and racks of servers running Windows," he said. "This gives us credibility as a multi-platform provider."

Sun customers already know that Sun is serious about servers, Wolfe said. "The fact that they have the option to get servers from Sun with any operating system is pretty cool," he said.

Kip Lindberg, vice president of enterprise sales at Ncell Systems, a Minnetonka, Minn.-based Sun solution provider, said he sees the opportunity to go to customers who are outside the areas where they can get the best service from HP or other server vendors.

"I can go in and say, 'Here, you aren't getting the support you need,'" Lindberg said. "So there's a possibility we could have some Sun/Microsoft sales."

However, Lindberg said, he is not expecting a huge new increase in sales from Sun servers with Windows. "My customers aren't going to all of a sudden say, gee, I'll buy my Windows from Sun," he said. "They already have a half-a-dozen other vendors in there."

The Sun/Microsoft agreement also signals the beginning of a new move to virtualize the data center, solution providers said.
Regan Technologies already working a lot with virtualization on the x86 server platform, Donna Regan said. "Having Microsoft will be a big plus for us for virtualization."

Lindberg said the combination does look interesting as one watches how the server blade and virtualization markets grow. "Once you get into blades, and truly virtualize it all, then you could get into a computing-agnostic platform," he said. "If companies like this start to play together in the sandbox, maybe we'll finally get to the utility computing concept we've been talking about for years."

By Joseph F. Kovar, CMP Channel
Keyword : Sun, Microsoft Deal Presents Opportunities And Risks For VARs

IBS Software Completes 10 Years of Remarkable Growth

IBS Software Completes 10 Years of Remarkable Growth

Trivandrum, September 08, 2007: The IBS Software Services, a leading provider of new-generation IT solutions to the global Travel, Transportation and Logistics (TTL) industry, celebrated its 10th anniversary yesterday. In a short span of ten years, the Company has scripted a remarkable story of growth. Starting from humble beginnings at the Technopark campus here, IBS has grown to a multinational today, doing business from 11 global centers around the world. What is significant is that the Company offers a range of as many as 15 software products and other customized solutions that manage the mission-critical operations of airlines, airports, cruise lines, oil & gas companies, leisure resorts and seaports across the globe. IBS' customer list of over 70 active customers includes the world's best airlines, the busiest international airports, the best cruise lines and the top oil & gas companies. Steady and sustained growth based on a clear vision have ensured that IBS has posted a CAGR of 47.5% in the last ten years, resulting in a 700 fold increase on capital invested in 1997, as against a 30 fold increase in staff strength over the same period. Three strategic acquisitions have helped IBS become a veritable one-stop shop for new-generation solutions that address the complete requirements of all types of airlines and cruise lines. Recently, General Atlantic LLC invested US Dollars 60 million (Rupees 242 Crores) in the company. Being a global growth investor in the technology sector, General Atlantic will provide the strategic assistance to propel IBS to the next phase of its aggressive growth strategy.

Focus on the niche Travel, Transportation and Logistics industry segments and commitment to developing new-generation technology solutions have been the underlying factors in IBS' growth. IBS has successfully developed a Passenger Services System (aiRES) and a Cargo Management System (iCargo), both built from the ground-up on new-generation technologies that help airlines migrate from decades old legacy systems and redefine their business. IBS has a comprehensive logistics management solution for the oil & gas industry (iLogistics) which addresses aviation, marine and surface transportation needs of upstream exploration and production operations. iLogistics is currently implemented for a number of oil majors. The Company offers solutions in Airline Passenger Services, Airline Cargo & Logistics, Airline & Airport Operations, Oil & Gas Logistics and Travel & Cruise Management.

IBS has also been rated as one of the top 8 IT start-ups in India by Red Herring and one of the top 10 products companies by Business Today.

V K Mathews, Chairman and Managing Director, IBS Group, said, "Taking stock a decade since inception, it gives me great pride that we have made significant progress and are on track with the Company's vision, both in terms of growth and direction. At this juncture, I would like to thank all my colleagues and our customers for trusting and growing with IBS. IBS will continue to stay focused on the Travel, Transportation & Logistics sector and remain committed to providing innovative next-generation products and services that will help these industry verticals through aggressive growth phases and fierce competition."

"IBS is well equipped to seize the opportunities that the future will undoubtedly bring, in the dynamically expanding TTL domain, leading the company to the next level of growth, evolution and innovation. We expect to shortly set up two new development centers in India, outside Kerala, and grow into a Rupees 1000 Crores company by 2010" added V K Mathews.

IBS staff and their families at all its offices across the globe will celebrate the 10th anniversary occasion. The India offices will come together for the annual family day today, at the well-known Kanakakunnu Palace premises in the heart of the city. As part of the 10th anniversary initiatives, IBS plans to spearhead a vigorous Road Safety Campaign, to emanate from its own staff to other companies within Technopark, Trivandrum and Infopark, Cochin, and eventually to the cities themselves.

by arun G
Keyword : IBS Software