Server Market - IBM Dominance
IBM once again posted an impressive set of market share in the recent server research, I guess the question is can (and how long) will this last?
From a technology argument, I would suggest it will increase rather than decline, why you might ask, because 'depth of pocket' is all in the modern technology industry. Add in IBM's track record (matched by no other business in the history of computing in terms of directly/indirectly designing technology) and you have an (almost) unbeatable 'juggernaut'.
Much like we are seeing the industry shrink via acquisition, I would suggest the major technology vendors will also shrink based on 'depth of pocket'.
Using Channel Resources
The market seems awash with 'services led' offerings, whilst many of these are 'packaged' and are what I would deem 'channel ready /friendly', i.e. something the channel wants/needs to sell to support it's own sales model, like maintenance, selling people as a service still seems in conflict.
Major players in the space all seem to agree that there is a skills shortage, certainly in new/emerging markets. I have heard of business being 'turned away' because the vendor does not have the skills/the contract is too small, etc?
My question to the vendors is simple, you develop your channel, who in turn develop good people skills, why not use them to 'truly' sub contract and work 'below the waterline' in terms of new projects/markets at a lower price point (the price point the market will buy at).
In the past 'mark up' has been the issue, basically the 'corporate police force' taking too much margin out of the partner to make the proposition work for them, this means that many initiatives never get to true 'repeatability'.
All vendors have tried (some with limited success, most have failed) to truly engage with the channel to maimxise the combined 'resource pool'.
It is good to see that IBM has finally worked this out and it having a very deliberate attempt to resolve the issue, it is early days yet, however, there is at last a real glimmer of hope!
For many years the 'loyalty' to a vendor has been on the decline, mainly because the vendors have taken a 'commodity' approach to the channel based on market pressure, however, people-based service growth (within the majority of major vendors) has also created a lot of friction. Working together, fully utilising each others' skills, extending market 'reach/range', has to make sense.
