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[Posted January 9, 2004 by ris]From: mak-AT-suse.de (Martina Krahmer) To: lwn-AT-lwn.netfield: "IBM pronounces original SUSE LINUX-based mostly Retail solution for aspect of Sale" Date: Thu, eight Jan 2004 12:04:09 +0100 (CET) IBM declares original SUSE LINUX-based mostly Retail solution for point of Sale New reply offers dealers the can permeate and flexibility benefits of Open-source Linux and Reliability and management of IBM POS Raleigh, NC., January 8, 2004 -- IBM these days announced a brand original Linux-based mostly IBM aspect-of-sale (POS) answer, in response to SUSE LINUX, that will enable sellers to in the reduction of complexity and realize the lessen charges and other merits of the open-supply Linux working system, along with the reliability, competencies and trade leadership of IBM in retail POS. the brand original solution, IBM Retail ambiance for SUSE LINUX, facets a brand new SUSE LINUX-based product for retail -- including an entire operating system and administration reply for constituent of sale (POS) systems. It combines this optimized Linux platform for agents with IBM SurePOS, IBM eServer and IBM middleware to provide marketers with a scalable, secure working atmosphere across the entire retail enterprise - indecent at a low complete can charge of possession. the original reply additionally gives you a standards-based mostly, stable and comfortable infrastructure and a centralized management rig for the retail market - bringing reliability and manageability across remotely deployed POS systems. It should breathe purchasable in the first half of 2004. "factor of sale is the second of reality in retailing, so dealers want to make unavoidable they absorb the reliability and balance for which IBM is noted in retail POS. on the equal time, sellers naturally are seeing the benefits of open-supply Linux," stated Tom Peterson, typical manager, IBM Retail shopSolutions. "This original IBM solution offers sellers the steadiness and reliability of IBM POS, together with the benefits of Linux in lowering their complete can permeate of possession and extending flexibility. With IBM featuring the guide around SUSE LINUX at the POS, sellers can focal point on their middlebusiness rather than having to capture over administration of their POS working systems." "The underlying SUSE LINUX expertise matches perfectly with the technical wants of this retail reply -- giving purchasers the steadiness, securityand charge effectiveness of Linux," referred to Juergen Geck, CTO, SUSE LINUX. "throughout the design and the piloting levels of this product IBM and SUSE cooperated closely, combining IBM's 30 years of journey as the trade leader in retail technology with SUSE's greater than 10 years of Linux management." IBM Retail atmosphere for SUSE LINUX is a flip-key device designed specially for retailers. Combining IBM's retail talents and Linux commitment with SUSE's Linux leadership, both companies might breathe operatingtogether to fullfil and oblige original necessities to improvement sellers. the original solution features simplified setting up and configuration, by the disburse of 4 optimized Linux OS photos for point-of-sale terminals, and an infrastructure for centralized administration and distribution of the utility. by means of being tailored for retail, the reply reduces the complexity of the Linux working system for agents' in-shop POS solutions. In addition, the IBM offering gives a single constituent of contact for supportin terms of working device, drivers, and hardware. Linux can scale throughout assorted hardware structures throughout the retailer's whole enterprise, permitting retailers to consolidate their professional IT components and not must dedicate substances towards defining, managing and presenting ongoing assist and maintenance themselves for a several POS operating equipment. aid and maintenance pricing, as neatly because the technical capabilities of the solution, are designed to scale for the retailer's environment, therefore aiding the theory of "retail on demand." For example, the solution may moreover breathe tailored from a little console-primarily based system to a function-prosperous Java and browser-able rig counting on the wants of the retailer. the original reply additionally presents funding insurance policy for marketers already running IBM POS programs, because it can breathe deployed on selected current IBM terminals. it's going to breathe particularly fascinating for sellers who're currently the usage of older DOS working methods and exigency the competence so as to add new applications and functions that require a original operating system platform. About IBM IBM, the area's greatest suggestions know-how business, provides the retail business with a complete purview of e-business solutions, including: aspect-of-sale techniques, other hardware and application technology, consulting focused on business transformation, IT approach and planning, storeoperations development, and provide chain optimization, and with functions, comparable to outsourcing, managed operations, techniques integration, and application construction and design. IBM has a list of retail shoppers in a hundred countries global that reads devotion a "Who's Who" of retailing. For extra tips on IBM retail preserve options, delight visitwww.ibm.com/industries/retail/store About SUSE LINUX based in 1992, SUSE LINUX is likely one of the world's main suppliers of Linux software and services. With the largest committed Linux analysis and development group, SUSE offers enterprise-competent application and capabilities that harness the innovation, pace-to-market and independence of the open sourcecommunity. A privately-held company based in Nuremberg, Germany, SUSE -- in conjunction with international business partners -- helps purchasers indecent the pass through the world. For extra counsel on SUSE LINUX, delight visitwww.suse.de/en/. SUSE is a registered trademark of SUSE LINUX AG. Linux is a registered trademark of Linus Torvalds. indecent different emblems outlined herein are the property of their respective house owners. Media Contact: SUSE LINUX Martina Krahmer Maxfeldstr. five90409 Nuremberg, Germany mobile: +forty nine-911-74053-507 Fax: +49-911-741 seventy seven fifty five email: email@example.com (Log in to submit comments)
network utilityPress unencumber abstract:
IBM Retail atmosphere for SUSE LINUX v2 includes SUSE LINUX enterprise Server-primarily based distribution for IBM xSeriesÂ® preserve servers and IBM POS contraptions. Open platform allows retailers to gain the most of Linux(TM) features and hasten it at POS and returned-office servers. performance comprises automated flashing of POS BIOS; problem resolution, including dump button enablement; operator advice; device-wide configuration and alter management; and GUI.customary Press release: IBM Retail atmosphere for SUSE LINUX V2 gives an built-in Linux POS Platform to allow Most leading-area applications and applied sciences
At a look
IBM Retail environment for SUSE LINUX version 2:
presents retail functions similar to those offered by pass of IBM's 4690 features, comparable to:
Server-based POS loading and booting
industry-ordinary system-broad configuration and change administration
quick issue resolution with single-step dump button aid
combined server/terminal assist
client preload GUI
faraway management Agent lead for methods administration
Helps in the reduction of complete cost of ownership via increased versatility, scalability within the keep, and single-supply technical support
Combines a authentic, enterprise-class Linux distribution with a retail-pleasant advocate and protection mannequin
offers more desirable performance designed to assist streamline installing, configuration, and methods management
offers a convene of LDAP or original Dynamic POS customer configuration, which may potentially in the reduction of the time required to installation and retain the POS shoppers
IBM Retail environment for SUSE LINUX V2 (IRES V2) consists of a SUSE LINUX enterprise Server (SLES) primarily based distribution for IBM xSeries® shop servers and elect IBM aspect of sale (POS) gadgets that contains aspects tailored for the retail atmosphere. It presents retailers an open, cost-efficient, retail-optimized platform for supplying subsequent-technology retail solutions. IBM hardware and drivers are pretested and supported for IRES.
With IRES V2, on exact dealers can acquire the benefits of Linux(TM), hasten it on the aspect of sale and on again-office servers, cherish potent performance drawn from decades of IBM retail adventure, and receive impressive technical aid from IBM. devotion IRES V1, IRES V2 comprises a retail-optimized distribution of Novell's robust SUSE LINUX business Server referred to as Novell Linux constituent of provider (up to now named SUSE LINUX Retail solution or SLRS). IRES V2 provides characteristic received from decades of adventure in retail solutions, comparable to automated flashing of POS BIOS, better issue determination together with dump button enablement, better operator guidance, a simplified configuration graphical user interface, and techniques administration. IRES supports opt for IBM SurePOS(TM) methods, IBM xSeries hardware, and IBM middleware. IRES V2 additionally comprises a value-constructive, retail-pleasant assist and preservation mannequin that helps convey the long lifecycle and rapid response retailers should aid retain towering uptime in the save.
IRES can scale to many different POS application options, providing you with the flexibleness to hasten it on most methods ranging from non-GUI valued clientele to complete lifelike Java(TM)-based options. additionally, shoppers who bought the IRES V1 product and are existing with their software protection PRPQs can order this product, IRES V2, at no further charge. version 1 consumers who are not already Passport skills® shoppers will exigency to subscribe to Passport advantage.
This announcement fulfills the requirements of the Preview application Announcement 205-005 , dated January eleven, 2005.
For assistance on IBM's statement of restricted assurance, contact your IBM consultant or reseller. IBM makes no illustration or warranty involving third-birthday celebration products or capabilities.
The tips in IBM announcement letters is zone to exchange with out breathe aware. talk to the IBM sales guide, or your IBM marketing representative or reseller, for the most current information.
planned availability dates
July 22, 2005: digital utility birth including English simplest documentation
August 19, 2005: Media with translated documentation obtainable on the IBM web web sitelinked Thomas trade update
Brian Madison is a wanted man. as the director of counsel features at Metalwest LLC, Madison is on the core of a company that might not sound attractive: selling flat-rolled metal products corresponding to stainless steel and aluminum. however its steadiness sheet is calling decent, and the privately held company is predicting $370 million in sales this yr. What IBM wishes, and what Madison has, is a midmarket IT store gearing up for strategic increase.
This 12 months the Brighton, Colo., hard has an business aid planning (ERP) upgrade and a erudition warehouse venture on tap. IBM already has a foot within the Metalwest door with its pSeries and xSeries servers. however Madison is never a true stout Blue fan, so he's not dashing to achieve greater business with the area's greatest IT enterprise presently.
For starters, Madison sees his pSeries servers shape of devotion members of the family: He lives with them, however it's no longer devotion he has a choice. "The handiest explanation why we're the usage of pSeries is as a result of their ERP company requires it. That total line is priced out of their market," he says. "anytime they upgrade the pSeries server, we're looking at a $one hundred,000 funding."
He moreover makes disburse of the IBM Tivoli backup solution, however simplest because he rents his storage enviornment network (SAN) and backup from a company that makes disburse of Tivoli. "We won't absorb bought Tivoli on their personal," Madison says. "we'd absorb purchased [Symantec Corp.'s] Backup Exec as a result of that's the midmarket product of option."
Then once more, Madison selected IBM's xSeries because it was low-cost for smaller groups. He chose IBM's laptops as a result of they are so darn long lasting. "They don't look to breathe the reasonably-priced, however they provide loads of cost," he says.
All in all, this 38-year-old Colorado endemic -- who crushed rocks for a mining enterprise earlier than heading into IT -- represents IBM's problem because it goes after midsized consumers on every continent.
Getting these customers on board may not breathe handy. IBM is striving to build credibility in a market where everyone is aware of its identify, however moreover where every person buddies these three illustrious letters with a century-ancient tradition of monolithic methods, hefty company hierarchies and steeply-priced consulting fees. Even ardent IBM lovers recount the enterprise can moreover breathe confusing, with dozens of product traces and techniques supported with the aid of a gradual stream of press releases and a recognition for sending in the proverbial cast of hundreds to achieve little jobs.
to breathe able to fetch precise traction within the swiftly growing midmarket, the heavyweight will absorb to remake its photo as a middleweight champ: potent, fast, crisp and sensible.
"IBM nonetheless has this lifelike of being massive," says Steve Solazzo, IBM's traditional supervisor of world midmarket company, which closing yr accounted for $16.four billion in profits. "Our overwhelming challenge is not that they achieve not bethink what the midmarket wants; their overwhelming problem is that we're no longer being regarded," even by using IT executives who, when surveyed, supply towering marks to IBM products.
"We respect how difficult it's to reposition a company," Solazzo adds. "You just achieve not flip an aircraft carrier around in 100 yards."
Expressing a brand original graphic
in the midmarket, the realm's greatest IT enterprise is primary for making machines you cannot demolish and for constructing a durable foundation with its adorable AS/four hundred programs. however IBM would really devotion little and midsized corporations (SMBs) to believe it greater seriously as a full-carrier company capable of turning round a hardware hire in 60 minutes or proposing mounted-price consulting gigs that hasten their course in, say, six weeks.
To achieve this, it has packaged and priced its categorical line of hardware, software, hosted features, consulting and financing alternate options with the midmarket in mind.
In 2002, IBM launched the categorical product line with DB2 express software; the portfolio has grown methodically to consist of choices from indecent IBM divisions. In March 2006, IBM announced the express erudition label as a means of bringing indecent of them below one roof. at the moment, the company moreover introduced its first consulting capabilities aimed toward the midmarket: brief-time period engagements that genesis at $50,000. the brand original software -- broken into three classes -- enables IBM's SMB partners to promote IBM front-conclusion capabilities for the first time. The three features handle IT alignment, web web page effectiveness and protection vulnerabilities.
"We're trying to ship a badge with these offerings," IBM's Solazzo says. "We could breathe small. They could breathe agile. They could breathe endemic when it comes to working with these companions. no person in the world thinks of IBM as doing a $50,000 engagement on web web page effectiveness or IT method. but we're doing simply that."
different midmarket choices launched in March 2006 comprehend express Managed services and the express talents Concierge, a toll-free mobilephone quantity intended to breathe a single factor of contact for original valued clientele who concern they may fetch the runaround from great Blue.
"in many approaches, these choices try to modify the manufacturer lifelike that, frankly, continues us out of many [midmarket] issues," Solazzo admits.
The express capabilities label and the advertising application behind it targets midmarket CIOs devotion Madison -- a self-described "tough sell" who is suspicious of any enterprise that can manage to pay for to ship him shiny brochures.
"I indecent started getting these flyers about two months in the past," says Madison. a few of them looked devotion quickly-meals menus, he recollects, so he chucked them within the barrel devoid of looking them over. "The mobilephone calls started coming actively in the final 4 weeks. It become striking to me, since it turned into a transparent change in their market approach," the IS director adds.
Madison is aware of IBM's acceptance for being too bureaucratic to flux instantly and so significant that a midmarket enterprise may feel pinned against the ropes with the aid of the supplier's enthusiastic embody. For him, that's very true when it comes to consulting features.
"once I hear 'IBM world capabilities,' I reckon Fortune 500," Madison says. "it breathe nonetheless stout Blue."
earlier than assiduous IT execs fetch became off with the aid of the slick original ad campaign ("IBM categorical abilities. it's that primary.") from stout apple agency Ogilvy & Mather or piles of original advertising material landing on their desks, let's look on the statistics.
IBM's SMB division is already its quickest transforming into; the division grew at a expense of 6.5% in 2005. It counts 800,000 purchasers and contributed 20% of IBM's typical $ninety one billion in revenue final yr. That interprets to $16.4 billion.
express potential accessories such as its concierge service gain transparent that the business "in an astute and a bit of out-of-persona pass has diagnosed that or not it's now not always effortless to achieve company with IBM," says an April 2006 report co-authored with the aid of Ray Boggs, vp of SMB analysis at IDC who has tracked IBM for just about two decades.
"The message is, 'we're loved with the aid of the multitudes, but they suppose they are too expensive and complicated,'" says Boggs. "there's HP and Dell, sure. but it surely's the inner IBM stuff that continues Solazzo and his team awake at night."
Concierges, catalogs and consulting services tailor-made for the midmarket can sound devotion loads of malarkey, Boggs admits. "i was pretty skeptical initially," he says. but it surely's no longer so convenient for inner IBM initiatives to fetch the express seal of approval, he says. "it's no longer a slam dunk. You cannot say, 'I exigency the express label on this.' they'll ship you back to the drawing board to gain certain the implementation time is short enough; there are some set standards."
Laurel Johnson, director of IT at Cole Harford, a $55-million corporation of disposable restaurant materials in Overland Park, Kan., failed to recognise she become about to whirl into an IBM specific Managed features prove off consumer. indecent she'd performed become interrogate her endemic company companion, ProActive options, to scout out e-mail administration alternate options.
Johnson had already heard respectable things about MessageLabs Ltd., and ProActive options Inc. instructed her that IBM had lately joined forces with the electronic mail security company. "So IBM can breathe managing this hosted provider," she says. "To us, that become surprising. IBM gives us the most preempt carrier and choicest machines." She's always had a different fondness for the AS/400. "The least babysitting you should achieve is with an AS/four hundred," the IT director says. "or not it's a grandiose slight box."
The benign of managed capabilities that Johnson purchased are the kind that Gordon Haff, a senior analyst at Illuminata Inc. in Nashua, N.H., believes are IBM's true future in the midmarket. "I believe essentially the most pleasing lengthy-time period play for them is in managed hosting services," Haff says.
"In criterion -- in particular midmarket -- agencies don't fetch competitive expertise out of operating most of their IT themselves," Haff says. "It makes a stout volume of sustain for them to outsource the issues that aren't core to their company. as a result of IBM isn't coming to your store, you don't absorb to breathe troubled about enlisting IBM global functions for a customized engagement." That means, midmarket CIOs needn't breathe anxious about any astound fees from IBM, he provides. "you are buying in most cases a fairly smartly-described provider [like MessageLabs], and you can examine the expense to the options."
IBM is additionally becoming a member of forces with some of the world's largest application companies, similar to SAP AG, to attraction to midmarket valued clientele. In August, IBM and SAP announced that Oneida Ltd. had chosen an IBM categorical mySAP All-in-One rig -- truly SAP software running on IBM hardware -- with IBM playing the a participate of implementation accomplice.
"We absorb been attempting to find an reply that IBM had attach together a model for," says Rob Hack, senior VP and CIO on the 125-12 months-historical flatware company. "IBM truly is main us throughout the procedure. They were seeking to achieve a global ERP mission as quickly as viable, however as wholly as viable."
become he involved about bringing two stout corporations together to endure on a $350-million company? "There become the customary challenge that goes along with opting for companies the dimension of SAP and IBM," Hack says.
firstly, the Oneida CIO changed into handed a boilerplate contract, which he summarily rejected. "or not it's nearly insulting," says Hack. In hashing out the condense negotiations, both providers took about nine weeks, and Hack made bound Oneida received a fixed-price, mounted-scope implementation. "Our capabilities condense with IBM is terribly a lot based on a defined scope. They had a date they desired to hit, and moreover their commentary of labor -- their condense of travail -- with IBM is awfully targeted. it's preempt down to the company approaches and functions. It ensures that we're indecent on the equal web page."
The accomplice Push
Getting on the very web page with its ninety,000 global business partners is moreover key to IBM's midmarket push. About half of that $16.4 billion in SMB earnings is generated by pass of companion sales from value-brought resellers (VARs), independent application vendors, device integrators and channel companions. The other half is direct sales, and a brand original territory approach locations IBM revenue teams in geographic regions, presenting them with "neighborhood building" money to build nearer relationships with local partners and consumers. These dollars permit representatives to breathe participate of endemic organizations, comparable to volunteer YMCA boards, technology forums and educational partnerships, to gain connections and signify IBM on the grass-roots stage. it's peculiarly crucial in the midmarket, where IT executives signify heavily on peer networking, word of mouth and endemic business companions.
Laura Ellis is certainly one of 217 IBM territory managers who absorb got community structure money. Having worked for IBM over the past 23 years and the SMB division for the past 5, the Tampa Bay resident used IBM seed money to breathe participate of the enhanced Tampa Chamber of Commerce, a endemic CEO council and the Tampa Bay technology forum. At one of these gatherings, she met the CIO of Advantec. "that they had in no pass carried out any enterprise with IBM, and the CIO is an vigorous member of the Tampa Bay Tech forum," says Ellis. "We were able to better a relationship, and they absorb only recently accomplished a catastrophe recovery solution for them."
Advantec CIO Linda Reid remembers assembly Ellis on the Tampa tech circuit, but her IBM client memoir is ready much more than skilled networking. "To breathe honest, they failed to resolve upon IBM initially," explains Reid, who despatched a request for proposal to a endemic VAR as Advantec become starting a stupendous infrastructure better challenge.
on the outset, she determined against IBM on account of rate but says stout Blue requested for one more possibility. "They spoke of, 'We weren't knowing your budgetary necessities.' I reckon that they had outsized the SAN necessities too."
but within the end, Reid wound up selecting IBM. "It become astounding to me that they confirmed us true data on the transformations when it involves hasten and reliability compared to HP. These had been no longer simply IBM-produced facts," says Reid, referring to unbiased analyst studies IBM presented to her.
"I feel IBM has changed an terrible lot," Reid adds. "They used to are available, and it looked like, 'How dare you now not reckon of going with us?' it's now not devotion that anymore."
IBM lately introduced that it had got its 500th constructed on IBM categorical odds consumer. These are midsized groups whose company companions absorb helped them set up know-how constructed on express hardware and software.
Pike Lumber, a $35-million Akron, Ind., business is one of them. It deployed a lumber administration rig built by means of Pacific software buddies (PSA) on an i5 520 express version and the TotalStorage express mannequin. one of the company's functions, known as WoodManager, maintains a customer's inventory up up to now with creation and purchases. users can define diverse contraptions of measure to manage lumber, panel, millwork, posts and pilings. inventory is maintained as ticketed or quantity-simplest.
in the end, although, it was IBM's recognition for reliability that bought Samantha Howard, vice president of administration at Pike Lumber, on the equipment. She led the know-how crew that selected the PSA system -- and IBM platform -- over Microsoft. "loads of the americans worried within the determination had the conviction that IBM systems were bulletproof," says Howard.
Muscle for the Midmarket
Like Howard, Steve Bolduc purchased IBM for its muscle. but the senior supervisor of point-of-sale and technical assist at Caribou coffee Co., the 2d biggest gourmand coffeehouse operator in the U.S., sees a different fringe benefit: IBM's global experience. When he wanted to promote coffee in the core East, an IBM meals provider specialist led Bolduc to bona fide technology providers within the location.
Caribou espresso cuts IBM a check for about $2.5 million every year, and it's anything of a textbook midsized IBM customer. Bolduc nearly always lets his local business associate, Retail statistics techniques (RDS), deal with great Blue.
"I in reality utilize my third birthday party," he explains. "they are my eyes and ears to original expertise." His business companion at RDS moreover picks up the phone for him, he says. "It will moreover breathe a stout location to navigate," Bolduc says of IBM. "however their third birthday celebration doesn't absorb a problem getting someone on the inside."
The final analysis, Bolduc says, is that he selected IBM not so much for its attractiveness as for the stuff he can see: that is, 900 SurePOS element-of-sale methods and greater than 100 IBM anyplace Kiosk contraptions. These excessive-end, touch-display machines are used in the heavy-volume retailers indecent over Caribou's 416 coffeehouses in 15 states. From Denver to Dubai, this is a lot of drip brew -- in addition to foam, steam and syrup spilling and splashing around at scalding temperatures.
Bolduc capacity it when he says that his IBM wherever kiosks travail within the "harshest ambiance" -- which interprets to a rookie cashier being capable of drop a cup of bourbon blend on the hardware.
"In my business," Bolduc says, "you perceive lots of spillage. The durability of the terminal is basically what I based my determination on. They demo the kiosks with water operating on it." He plans to installation 300 additional instruments by 2008 -- no matter that headquarters runs on an additional company's servers.
"My CIO is definitely a Dell guy," Bolduc says.
and that's the reason ok with IBM and Steve Solazzo. "we absorb now acquired enough challenges breaking into this marketplace," he says. "Being vendor-proprietary is never one in indecent them."
As for Madison, he's been on the cellphone with IBM and Hitachi Ltd. these days, comparing SAN pricing and requirements. "whether or not they promote via channels or resellers--or whatever thing advertising diagram they elect -- I don't truly care," says Madison. "I shouldn't absorb any incentive to try the original stuff out if what I've bought now is working."
Madison says he sees Microsoft as having a natural participate in the midmarket on account of its ubiquitous desktop functions in places of work, homes and college dorms -- locations the status many little organizations fetch their birth.
"My feel is that for [IBM] to fetch into this industry, they will must achieve some thing actually profound and imaginative," he notes, "as a result of they are going to must fetch into the hearts and minds of the commonplace Joe. this is who's working at midmarket corporations."
Ellen O'Brien, a former senior editor at CIO choices, is now a senior editor at Storage journal. Write to her at firstname.lastname@example.org.
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