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[Posted January 9, 2004 by ris]From: mak-AT-suse.de (Martina Krahmer) To: lwn-AT-lwn.webdiscipline: "IBM announces current SUSE LINUX-based Retail solution for factor of Sale" Date: Thu, eight Jan 2004 12:04:09 +0100 (CET) IBM declares current SUSE LINUX-based mostly Retail solution for factor of Sale New retort offers sellers the can permeate and suppleness merits of Open-source Linux and Reliability and management of IBM POS Raleigh, NC., January 8, 2004 -- IBM today announced a current Linux-based mostly IBM factor-of-sale (POS) solution, in response to SUSE LINUX, that will enable sellers to reduce complexity and understand the reduce charges and other merits of the open-source Linux operating gadget, together with the reliability, odds and industry leadership of IBM in retail POS. the brand current solution, IBM Retail atmosphere for SUSE LINUX, facets a new SUSE LINUX-based mostly product for retail -- including an entire working equipment and management solution for factor of sale (POS) systems. It combines this optimized Linux platform for marketers with IBM SurePOS, IBM eServer and IBM middleware to supply sellers with a scalable, at ease working atmosphere throughout the entire retail traffic - each and every at a low total can charge of possession. the brand current retort additionally promises a standards-primarily based, stalwart and comfy infrastructure and a centralized administration gadget for the retail market - bringing reliability and manageability throughout remotely deployed POS techniques. It will live attainable within the first half of 2004. "factor of sale is the moment of fact in retailing, so agents wish to make inevitable they absorb the reliability and steadiness for which IBM is famous in retail POS. at the equal time, dealers evidently are seeing the benefits of open-supply Linux," talked about Tom Peterson, typical supervisor, IBM Retail storeSolutions. "This current IBM solution gives sellers the equilibrium and reliability of IBM POS, along with the benefits of Linux in decreasing their total can permeate of possession and extending flexibility. With IBM proposing the assist around SUSE LINUX on the POS, dealers can focal point on their middlecompany as opposed to having to purchase over management of their POS working methods." "The underlying SUSE LINUX expertise suits completely with the technical wants of this retail solution -- giving shoppers the steadiness, defenseand price effectiveness of Linux," spoke of Juergen Geck, CTO, SUSE LINUX. "all through the design and the piloting degrees of this product IBM and SUSE cooperated closely, combining IBM's 30 years of journey because the industry chief in retail know-how with SUSE's more than 10 years of Linux management." IBM Retail ambiance for SUSE LINUX is a flip-key device designed chiefly for retailers. Combining IBM's retail odds and Linux dedication with SUSE's Linux leadership, both organizations may live workingtogether to meet and force current requirements to benefit agents. the current solution aspects simplified installation and configuration, via 4 optimized Linux OS photographs for point-of-sale terminals, and an infrastructure for centralized management and distribution of the software. with the aid of being tailored for retail, the solution reduces the complexity of the Linux operating device for dealers' in-shop POS options. In addition, the IBM offering provides a unique point of contact for assistin phrases of operating system, drivers, and hardware. Linux can scale across diverse hardware structures across the retailer's total commercial enterprise, enabling sellers to consolidate their knowledgeable IT supplies and never ought to consecrate resources toward defining, managing and presenting ongoing benefit and preservation themselves for a determined POS operating gadget. benefit and renovation pricing, as neatly as the technical capabilities of the solution, are designed to scale for the retailer's ambiance, as a result aiding the theory of "retail on demand." For instance, the retort can furthermore live tailor-made from a diminutive console-based system to a characteristic-prosperous Java and browser-in a position outfit counting on the needs of the retailer. the current solution additionally presents funding protection for retailers already running IBM POS methods, because it may furthermore live deployed on chosen current IBM terminals. it'll live specifically alluring for agents who're at present the consume of older DOS operating techniques and wish the potential so as to add new applications and services that require a brand current working gadget platform. About IBM IBM, the realm's biggest counsel technology business, provides the retail industry with a plenary orbit of e-enterprise options, together with: point-of-sale systems, other hardware and software expertise, consulting concentrated on enterprise transformation, IT approach and planning, shopoperations improvement, and supply chain optimization, and with services, similar to outsourcing, managed operations, techniques integration, and application construction and design. IBM has a listing of retail customers in a hundred countries global that reads relish a "Who's Who" of retailing. For greater suggestions on IBM retail hold options, tickle stopover atwww.ibm.com/industries/retail/save About SUSE LINUX dependent in 1992, SUSE LINUX is without doubt one of the world's main suppliers of Linux utility and features. With the biggest committed Linux analysis and construction group, SUSE grants business-capable application and capabilities that harness the innovation, velocity-to-market and independence of the open resourcecommunity. A privately-held company based in Nuremberg, Germany, SUSE -- at the side of global company partners -- supports purchasers during the world. For extra assistance on SUSE LINUX, tickle stopover atwww.suse.de/en/. SUSE is a registered trademark of SUSE LINUX AG. Linux is a registered trademark of Linus Torvalds. each and every different logos mentioned herein are the property of their respective homeowners. Media Contact: SUSE LINUX Martina Krahmer Maxfeldstr. 590409 Nuremberg, Germany mobile: +forty nine-911-74053-507 Fax: +forty nine-911-741 seventy seven 55 electronic mail: firstname.lastname@example.org (Log in to set up comments)
network utilityPress free up abstract:
IBM Retail environment for SUSE LINUX v2 contains SUSE LINUX traffic Server-primarily based distribution for IBM xSeriesÂ® hold servers and IBM POS contraptions. Open platform allows dealers to utilize Linux(TM) points and Run it at POS and back-office servers. functionality comprises automatic flashing of POS BIOS; issue choice, together with dump button enablement; operator counsel; device-huge configuration and change management; and GUI.long-established Press unlock: IBM Retail environment for SUSE LINUX V2 provides an built-in Linux POS Platform to permit Most leading-facet functions and applied sciences
At a glance
IBM Retail atmosphere for SUSE LINUX edition 2:
offers retail capabilities such as these provided by course of IBM's 4690 aspects, reminiscent of:
Server-based POS loading and booting
trade-typical equipment-extensive configuration and change administration
quick issue resolution with single-step dump button guide
combined server/terminal support
client preload GUI
far off administration Agent benefit for methods administration
Helps in the reduction of complete permeate of ownership through expanded versatility, scalability within the keep, and single-supply technical support
Combines a authentic, business-type Linux distribution with a retail-pleasant back and protection mannequin
offers improved functionality designed to back streamline installing, configuration, and systems management
presents a election of LDAP or current Dynamic POS client configuration, which may doubtlessly in the reduction of the time required to deploy and hold the POS shoppers
IBM Retail environment for SUSE LINUX V2 (IRES V2) carries a SUSE LINUX enterprise Server (SLES) based distribution for IBM xSeries® save servers and select IBM factor of sale (POS) gadgets that includes points tailored for the retail atmosphere. It presents sellers an open, reasonable, retail-optimized platform for providing next-technology retail options. IBM hardware and drivers are pretested and supported for IRES.
With IRES V2, on claim dealers can acquire the benefits of Linux(TM), Run it on the point of sale and on back-workplace servers, savor mighty performance drawn from decades of IBM retail experience, and net hold of remarkable technical aid from IBM. relish IRES V1, IRES V2 contains a retail-optimized distribution of Novell's astounding SUSE LINUX commercial enterprise Server known as Novell Linux aspect of provider (prior to now named SUSE LINUX Retail solution or SLRS). IRES V2 provides duty won from decades of undergo in retail options, reminiscent of automated flashing of POS BIOS, more desirable hardship resolution including dump button enablement, more advantageous operator guidance, a simplified configuration graphical person interface, and programs administration. IRES supports opt for IBM SurePOS(TM) methods, IBM xSeries hardware, and IBM middleware. IRES V2 furthermore includes a price-advantageous, retail-pleasant aid and maintenance mannequin that helps bring the lengthy lifecycle and quickly response retailers should benefit hold extravagant uptime in the keep.
IRES can scale to a variety of POS utility solutions, providing you with the flexibleness to Run it on most systems ranging from non-GUI customers to plenary picture Java(TM)-based mostly options. moreover, valued clientele who bought the IRES V1 product and are present with their utility renovation PRPQs can order this product, IRES V2, at no additional cost. edition 1 valued clientele who are not already Passport abilities® purchasers will deserve to join Passport talents.
This announcement fulfills the requirements of the Preview application Announcement 205-005 , dated January eleven, 2005.
For tips on IBM's statement of restricted guarantee, contact your IBM representative or reseller. IBM makes no illustration or warranty related to third-birthday celebration products or services.
The assistance in IBM announcement letters is discipline to exchange with out note. check with the IBM sales guide, or your IBM advertising and marketing representative or reseller, for the most existing suggestions.
deliberate availability dates
July 22, 2005: electronic software birth including English only documentation
August 19, 2005: Media with translated documentation accessible on the IBM net siteconnected Thomas traffic replace
Brian Madison is a wanted man. because the director of counsel features at Metalwest LLC, Madison is at the headquarters of a traffic that may no longer sound attractive: promoting flat-rolled metal items such as chrome steel and aluminum. but its equilibrium sheet is calling decent, and the privately held enterprise is predicting $370 million in revenue this yr. What IBM wants, and what Madison has, is a midmarket IT shop gearing up for strategic increase.
This yr the Brighton, Colo., solid has an enterprise resource planning (ERP) upgrade and a data warehouse challenge on faucet. IBM already has a foot in the Metalwest door with its pSeries and xSeries servers. but Madison isn't a actual huge Blue fan, so he is not dashing to upshot greater enterprise with the realm's biggest IT company at this time.
For starters, Madison sees his pSeries servers shape of relish family members: He lives with them, nevertheless it's no longer relish he has a decision. "The only reason they are the consume of pSeries is as a result of their ERP company requires it. That total line is priced out of their market," he says. "each time they better the pSeries server, we're looking at a $a hundred,000 funding."
He furthermore makes consume of the IBM Tivoli backup solution, however best as a result of he rents his storage region network (SAN) and backup from an organization that makes consume of Tivoli. "We don't absorb bought Tivoli on their own," Madison says. "we might absorb bought [Symantec Corp.'s] Backup Exec because that's the midmarket made of alternative."
Then once again, Madison chose IBM's xSeries since it became low in cost for smaller businesses. He chose IBM's laptops as a result of they are so darn long lasting. "They are not the cost-effective, but they deliver lots of cost," he says.
All in all, this 38-12 months-old Colorado autochthonous -- who crushed rocks for a mining company before heading into IT -- represents IBM's challenge because it goes after midsized consumers on each continent.
Getting these shoppers on board may not live handy. IBM is striving to construct credibility in a market where each and every and sundry knows its name, however furthermore the space everybody acquaintances those three eminent letters with a century-historical course of life of monolithic systems, massive company hierarchies and elevated priced consulting fees. Even ardent IBM fans recount the traffic will furthermore live difficult, with dozens of product lines and strategies supported via a gradual circulation of press releases and a reputation for sending in the proverbial solid of hundreds to upshot diminutive jobs.
in order to net actual traction in the in a timely vogue growing to live midmarket, the heavyweight will must remake its photo as a middleweight champ: powerful, fast, crisp and sensible.
"IBM nevertheless has this image of being big," says Steve Solazzo, IBM's established manager of international midmarket business, which ultimate yr accounted for $sixteen.4 billion in profits. "Our overwhelming problem is not that they upshot not tolerate in intelligence what the midmarket needs; their overwhelming challenge is that we're no longer being considered," even with the aid of IT executives who, when surveyed, give extravagant marks to IBM products.
"We admire how hard it's to reposition a brand," Solazzo provides. "You just don't flip an aircraft service round in a hundred yards."
Expressing a current photograph
within the midmarket, the world's biggest IT enterprise is common for making machines you can't finish and for edifice a durable groundwork with its cute AS/400 techniques. but IBM would fancy diminutive and midsized companies (SMBs) to account it extra seriously as a full-provider issuer able to turning round a hardware lease in 60 minutes or providing fixed-rate consulting gigs that Run their route in, say, six weeks.
To accomplish that, it has packaged and priced its express line of hardware, application, hosted functions, consulting and financing alternate options with the midmarket in intellect.
In 2002, IBM launched the express product line with DB2 express application; the portfolio has grown methodically to encompass offerings from each and every IBM divisions. In March 2006, IBM announced the categorical talents label as a means of bringing them each and every below one roof. at the moment, the traffic additionally added its first consulting services geared toward the midmarket: short-term engagements that birth at $50,000. the brand current program -- broken into three classes -- allows IBM's SMB partners to promote IBM front-conclusion capabilities for the primary time. The three functions handle IT alignment, internet website effectiveness and security vulnerabilities.
"We're trying to ship a signal with these choices," IBM's Solazzo says. "We can live small. They should live agile. They should live local in terms of working with these partners. no one on the earth thinks of IBM as doing a $50,000 tryst on internet site effectiveness or IT approach. but we're doing simply that."
different midmarket choices launched in March 2006 encompass specific Managed features and the express abilities Concierge, a toll-free mobilephone quantity meant to live a unique factor of contact for brand spanking current consumers who concern they may net the runaround from gargantuan Blue.
"in many techniques, these choices are trying to adjust the company photograph that, frankly, keeps us out of many [midmarket] considerations," Solazzo admits.
The express competencies label and the advertising pains behind it targets midmarket CIOs relish Madison -- a self-described "complicated promote" who's suspicious of any traffic that can afford to send him shiny brochures.
"I began getting these flyers about two months in the past," says Madison. some of them seemed relish speedy-meals menus, he recollects, so he chucked them within the barrel devoid of searching them over. "The telephone calls began coming actively within the remaining 4 weeks. It was wonderful to me, because it become a transparent alternate in their market method," the IS director provides.
Madison is conscious of IBM's popularity for being too bureaucratic to stream immediately and so tremendous that a midmarket company could suppose pinned towards the ropes by course of the supplier's enthusiastic embrace. For him, it's very actual when it comes to consulting capabilities.
"after I hear 'IBM international features,' I suppose Fortune 500," Madison says. "it live quiet huge Blue."
before busy IT pros net turned off by means of the slick current advert crusade ("IBM categorical knowledge. or not it's that standard.") from current york company Ogilvy & Mather or piles of recent advertising and marketing cloth landing on their desks, let's look on the facts.
IBM's SMB division is already its quickest turning out to be; the division grew at a cost of 6.5% in 2005. It counts 800,000 purchasers and contributed 20% of IBM's universal $ninety one billion in profits terminal yr. That interprets to $sixteen.four billion.
categorical skills accessories similar to its concierge provider execute transparent that the company "in an astute and a bit out-of-personality means has identified that or not it's now not each and every the time handy to upshot company with IBM," says an April 2006 file co-authored with the aid of Ray Boggs, vice president of SMB analysis at IDC who has tracked IBM for pretty much two decades.
"The message is, 'we're beloved by means of the multitudes, however they account they are too elevated priced and complicated,'" says Boggs. "there may live HP and Dell, bound. however it's the inside IBM stuff that continues Solazzo and his group awake at evening."
Concierges, catalogs and consulting functions tailor-made for the midmarket can sound relish a lot of malarkey, Boggs admits. "i was fairly skeptical at the beginning," he says. but it surely's not so convenient for inside IBM projects to net the express seal of approval, he says. "or not it's no longer a slam dunk. You can't say, 'I crave the specific label on this.' they're going to send you lower back to the drafting board to live inevitable the implementation time is short enough; there are some set standards."
Laurel Johnson, director of IT at Cole Harford, a $fifty five-million service provider of disposable restaurant resources in Overland Park, Kan., failed to know she became about to develop into an IBM express Managed functions exhibit client. each and every she'd carried out turned into question her local traffic companion, ProActive options, to scout out e-mail management alternatives.
Johnson had already heard first rate issues about MessageLabs Ltd., and ProActive options Inc. instructed her that IBM had recently joined forces with the electronic mail protection business. "So IBM could live managing this hosted provider," she says. "To us, that became fabulous. IBM gives us the ultimate provider and most useful machines." She's each and every the time had a different fondness for the AS/400. "The least babysitting you need to upshot is with an AS/four hundred," the IT director says. "it's an excellent cramped container."
The kind of managed features that Johnson bought are the kind that Gordon Haff, a senior analyst at Illuminata Inc. in Nashua, N.H., believes are IBM's actual future within the midmarket. "I account essentially the most wonderful long-time term play for them is in managed internet hosting capabilities," Haff says.
"In customary -- mainly midmarket -- organizations don't net competitive skills out of working most of their IT themselves," Haff says. "It makes an mammoth amount of sense for them to outsource the issues that aren't core to their company. as a result of IBM isn't coming to your shop, you would not absorb to live anxious about enlisting IBM world services for a customized engagement." That means, midmarket CIOs needn't live troubled about any astound charges from IBM, he adds. "you're buying in most instances a fairly neatly-described carrier [like MessageLabs], and you'll evaluate the rate to the alternatives."
IBM is additionally joining forces with some of the world's biggest software groups, similar to SAP AG, to attraction to midmarket valued clientele. In August, IBM and SAP introduced that Oneida Ltd. had chosen an IBM categorical mySAP All-in-One outfit -- actually SAP application running on IBM hardware -- with IBM enjoying the piece of implementation accomplice.
"We had been attempting to find an retort that IBM had set together a model for," says Rob Hack, senior VP and CIO on the a hundred twenty five-12 months-old flatware enterprise. "IBM definitely is leading us through the procedure. They absorb been seeking to upshot a worldwide ERP job as directly as possible, but as totally as viable."
changed into he worried about bringing two huge companies collectively to tolerate on a $350-million business? "There become the typical issue that goes along with settling on corporations the size of SAP and IBM," Hack says.
at the start, the Oneida CIO became handed a boilerplate contract, which he summarily rejected. "it live essentially insulting," says Hack. In hashing out the constrict negotiations, both vendors took about 9 weeks, and Hack made bound Oneida obtained a set-cost, fixed-scope implementation. "Our services agreement with IBM is terribly tons in response to an outlined scope. They had a date they desired to hit, and furthermore their observation of labor -- their constrict of labor -- with IBM is very detailed. it live appropriate each and every the course down to the traffic techniques and services. It ensures that we're each and every on the equal page."
The associate Push
Getting on the same web page with its 90,000 world enterprise companions is furthermore key to IBM's midmarket push. About half of that $16.four billion in SMB income is generated with the aid of ally revenue from cost-delivered resellers (VARs), unbiased software carriers, system integrators and channel partners. The other half is direct earnings, and a brand current territory strategy locations IBM revenue teams in geographic regions, offering them with "neighborhood construction" dollars to construct nearer relationships with autochthonous companions and consumers. These dollars permit representatives to live a piece of autochthonous organizations, equivalent to volunteer YMCA boards, know-how boards and academic partnerships, to execute connections and symbolize IBM on the grass-roots level. it is peculiarly essential in the midmarket, where IT executives count closely on peer networking, live conscious of mouth and local traffic partners.
Laura Ellis is certainly one of 217 IBM territory managers who've acquired community edifice money. Having labored for IBM over the terminal 23 years and the SMB division for the previous 5, the Tampa Bay resident used IBM seed funds to live a piece of the better Tampa Chamber of Commerce, a local CEO council and the Tampa Bay know-how discussion board. At one of these gatherings, she met the CIO of Advantec. "that they had on no account finished any traffic with IBM, and the CIO is an lively member of the Tampa Bay Tech forum," says Ellis. "We were able to enhance a relationship, and they now absorb just recently accomplished a catastrophe recuperation retort for them."
Advantec CIO Linda Reid remembers assembly Ellis on the Tampa tech circuit, however her IBM client yarn is set much more than expert networking. "To live honest, they didn't pick IBM firstly," explains Reid, who despatched a request for proposal to a autochthonous VAR as Advantec became nascence a great infrastructure better project.
at the outset, she determined towards IBM because of price but says great Blue requested for one other opportunity. "They referred to, 'We weren't figuring out your budgetary necessities.' I feel they'd outsized the SAN necessities too."
however within the end, Reid wound up picking IBM. "It changed into marvelous to me that they showed us actual facts on the modifications when it comes to pace and reliability compared to HP. These were no longer just IBM-produced records," says Reid, relating to impartial analyst stories IBM introduced to her.
"I account IBM has modified an abominable lot," Reid adds. "They used to reach in, and it gave the solemnize of, 'How dare you now not suppose of going with us?' it live now not relish that anymore."
IBM currently introduced that it had obtained its 500th built on IBM specific talents customer. These are midsized businesses whose traffic companions absorb helped them install technology constructed on categorical hardware and software.
Pike Lumber, a $35-million Akron, Ind., company is one among them. It deployed a lumber management device constructed by Pacific software acquaintances (PSA) on an i5 520 specific version and the TotalStorage express mannequin. one of the vital company's functions, called WoodManager, maintains a customer's inventory up to date with production and purchases. clients can define distinctive instruments of measure to manage lumber, panel, millwork, posts and pilings. inventory is maintained as ticketed or extent-best.
in the end, even though, it changed into IBM's acceptance for reliability that bought Samantha Howard, vp of administration at Pike Lumber, on the package. She led the know-how crew that chose the PSA gadget -- and IBM platform -- over Microsoft. "lots of the individuals worried in the resolution had the persuasion that IBM platforms had been bulletproof," says Howard.
Muscle for the Midmarket
Like Howard, Steve Bolduc bought IBM for its muscle. but the senior supervisor of point-of-sale and technical aid at Caribou espresso Co., the 2nd largest connoisseur coffeehouse operator within the U.S., sees one other fringe benefit: IBM's international journey. When he wanted to sell espresso in the core East, an IBM food provider expert led Bolduc to professional technology suppliers in the region.
Caribou espresso cuts IBM a examine for approximately $2.5 million each year, and it's whatever thing of a textbook midsized IBM customer. Bolduc nearly always lets his autochthonous company partner, Retail statistics techniques (RDS), contend with massive Blue.
"I basically execute the most of my third birthday celebration," he explains. "they're my eyes and ears to current expertise." His enterprise ally at RDS additionally picks up the cellphone for him, he says. "It can furthermore live a great vicinity to navigate," Bolduc says of IBM. "however their third celebration does not absorb an issue getting a person on the inner."
The bottom line, Bolduc says, is that he chose IBM now not so a lot for its acceptance as for the stuff he can see: that's, 900 SurePOS aspect-of-sale systems and more than a hundred IBM wherever Kiosk instruments. These excessive-end, touch-reveal machines are used in the heavy-volume shops each and every over Caribou's 416 coffeehouses in 15 states. From Denver to Dubai, it truly is lots of drip brew -- as well as foam, steam and syrup spilling and splashing around at scalding temperatures.
Bolduc potential it when he says that his IBM anyplace kiosks toil within the "most harsh ambiance" -- which translates to a rookie cashier being capable of drop a cup of bourbon blend on the hardware.
"In my enterprise," Bolduc says, "you view a lot of spillage. The sturdiness of the terminal is definitely what I primarily based my election on. They demo the kiosks with water working on it." He plans to install 300 extra instruments through 2008 -- no matter that headquarters runs on yet another business's servers.
"My CIO is truly a Dell guy," Bolduc says.
and that is the reason sociable enough with IBM and Steve Solazzo. "we absorb got enough challenges breaking into this marketplace," he says. "Being vendor-proprietary isn't one among them."
As for Madison, he is been on the mobile with IBM and Hitachi Ltd. currently, evaluating SAN pricing and requirements. "whether they sell via channels or resellers--or some thing advertising and marketing diagram they opt for -- I upshot not in fact care," says Madison. "I upshot not absorb any incentive to try the current stuff out if what I've bought now's working."
Madison says he sees Microsoft as having a natural facet within the midmarket on account of its ubiquitous computer applications in workplaces, buildings and faculty dorms -- locations where many diminutive corporations net their beginning.
"My sense is that for [IBM] to net into this market, they will ought to upshot whatever basically profound and resourceful," he notes, "because they'll ought to net into the hearts and minds of the average Joe. it really is who's working at midmarket agencies."
Ellen O'Brien, a former senior editor at CIO choices, is now a senior editor at Storage magazine. Write to her at email@example.com.
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