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IBM to package services

October 2, 2006
IBM to package services. Check it out:
(Microscope Via Thomson Dialog NewsEdge)
IBM is to bring its Global Services division into direct competition with a large swathe of the indirect channel with a plan to push commoditised service packages into an already crowded market for networking and communications.

Big Blue?s Global Services division restructured last week, leading to the creation of an integrated communications services unit. Initially it will sell two standardised service packages, based on networking and IP telephony, with uniform global pricing to enterprise and SMB customers.



The prospect of commodity services, in a mature but project-driven market, and competing directly with IBM, caused the channel to question the rationale behind the desire to sell such ?service products?.

Russell Bolan, chief executive at Dimension Data Europe, argued: ?[IBM] is trying to position itself as a true convergence player but you cannot be experts across the whole spectrum. There are very few companies that have not got [convergence offerings] now. It has got to a point where IBM is putting services on a price list. With all due respect, we have been doing that for years.

?[But] it is difficult to commoditise service and there is no one who can build a simple, mass-processed service to the client. Every client has complex needs.?

Tom Kelly, UK managing director at Logicalis ? an IBM premier partner and networking and convergence specialist ? insisted: ?This is not about rebooting a server; clients expect voice systems to work and I do not think you can productise that kind of service.?

He urged the vendor to look at partners? skills in this area and consider how IBM could assist them in providing networking and communications services.

One source added: ?I cannot believe [IBM?s] arrogance and ignorance of the competition. It is positioning this as new but I do not think CIOs are gullible enough to think this is going to change the industry forever. IBM is not changing the future of convergence; Cisco and Microsoft are.?

Laurence Guihard-Joly, vice-president at IBM?s integrated communications services unit, commented: ?These two particular service products are currently designed for distribution through our direct channel. We are in the beginning stages of this new standardised services model; at this time, it is hard to comment on future plans.?

Copyright 2006 Reed Business Information - UK. All Rights Reserved.


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