IBM Systems Magazine, Power Systems - May 2017 - 11

in the install base (you) at
some point.
What happens when a software
company is acquired can vary
significantly depending on the
acquirer, the financial health of
the target and how the market
views the deal. As a guideline, if
your ISV's products are not yet
the target for acquisition, learn
why. Trade publications, newsletters, blogs and consultants
are available to assist you. But
ask yourself, "If one of my ISVs
is going to be bought out, what
would likely happen, and what
would be the best response?"
I suggest being proactive,
early and upbeat. If your ERP
system will be unsupported after
a conversion period, it's best to
present such facts to your management as soon as possible so
that your company has a chance
at success. Offer to be a beta test
site for the successor or, better
yet, a whitepaper subject. For
even higher stakes, agree to be
featured in a commercial or an ad
campaign. Early adopters get to
be experts.

The Special Role
of Leasing
Leasing provides a special bond
between client and reseller that
is an intangible but valuable
benefit for the reseller. While
it's not impossible to get out of
a lease, it can be difficult and
costly for the client. When it
comes time to renew, the reseller
has an opportunity to sell
hardware, software and services
under the lease, bringing the
financial decisions down to a
dollars-per-month discussion.
Every purchase looks trivial in
cost when boiled down to dollars per month over three to five
months. The lease can, in most
cases, eliminate the need for the
dreaded capital appropriation
request.

If you are considering the MSP option, just remember providing floor space and electricity for a Power
server does not mean the service is enterprise class.
When choosing an MSP, reputation is obviously an
important factor, but do your own due diligence.

Renewal is the time for IT to
load up on items that are nice to
have, along with the must-haves.
Huge differences in lease prices
can occur based on your credit,
the value of the collateral and
term of lease. Renewal is the
obvious occasion to negotiate new
terms. Having a prior conversation with IBM Global Finance is
certainly worthwhile, even if only
as a sanity check on the terms and
conditions in your current leases.

Return to the MSP
Business Model
Enter the managed service
provider (MSP) model. A growing number of Power Systems*
resellers are retuning their businesses to this model, providing
hardware and software
access, managed and bundled
as-a-service offerings for companies that no longer feel compelled
to run a proper data center on a
daily basis.
MSPs are on the front lines of
the business of IT. Both MSPs
and clients like the security
of having professionals managing systems, along with the
added comfort of having servers
located in hardened buildings,
redundancy in electrical power
telecom, and spare servers and
storage available locally for
hot-swap replacement or growth.
All Power Systems sites must

O
Products and
markets are
mature, and
consolidation
is the "natural
selection" of the
capitalistic world

address these functions, but the
economics of having specialized
facilities and the associated
personnel required work better
when the costs of these facilities
and skilled labor can be shared
across multiple client companies.
The MSP model is likely here
to stay and grow in appeal,
particularly for the IBM i space.
If you are considering the MSP
option, just remember providing
floor space and electricity for
a Power* server does not mean
the service is enterprise class.
When choosing an MSP, reputation is obviously an important
factor, but do your own due
diligence. Find out if the firm
is responsive, fairly priced,
flexible and professional. Ask
to talk with a customer that quit
the MSP. Ask how often they
role-swap their high availability/
disaster-recovery application.
Don't forget that IBM is also in
this business.

The Light at the End
of the Tunnel
IBM Power Systems products
remain market leaders. I constantly read about the "graying"
of the technical talent in the
Power Systems marketplace causing labor shortages. It's not a bad
place to be in for career seekers.
I'd say that the business of IT is a
sweet spot right now.
ibmsystemsmag.com MAY 2017 // 11


http://www.ibmsystemsmag.com

Table of Contents for the Digital Edition of IBM Systems Magazine, Power Systems - May 2017

Table of Contents
Editor's Desk: Community Matters
IBM Perspective: The Power of User Groups
Partner POV: The Changing Business of IT: Ensuring IT staff play a role in strategic discussions
R&D: The Future Becomes Reality: Augmented reality brings practical benefits to businesses and consumers
Open Source: The Buzz About Open-Source Databases: What are they and what options exist for Linux on Power?
Cover Story: The Voice of the Community: Networking and education are among the value of user groups
Feature: Meeting of the Minds: Harnessing the power of user groups, IBM is listening and responding to a community of experts
Feature: IBM User Group Roundup: Curious about the user groups out tehre and what they're up to?
HotTECH Products
Champions Showcase: Rock Stars in our Midst: Profiles of 20 of the 2017 Power Systems Champions
Solutions: MIMIX Share 5.4, Visions Solutions; Profound UI 5.7, Profound Logic;
SnapShot: Anthony English
Reference Point - Global Events, Education, Resources for Power Systems
2017 Power Systems Solution Edition
Fresh Faces
IBM Systems Magazine, Power Systems - May 2017 - Intro
IBM Systems Magazine, Power Systems - May 2017 - Cover1
IBM Systems Magazine, Power Systems - May 2017 - Cover2
IBM Systems Magazine, Power Systems - May 2017 - 1
IBM Systems Magazine, Power Systems - May 2017 - Table of Contents
IBM Systems Magazine, Power Systems - May 2017 - 3
IBM Systems Magazine, Power Systems - May 2017 - 4
IBM Systems Magazine, Power Systems - May 2017 - 5
IBM Systems Magazine, Power Systems - May 2017 - Editor's Desk: Community Matters
IBM Systems Magazine, Power Systems - May 2017 - 7
IBM Systems Magazine, Power Systems - May 2017 - IBM Perspective: The Power of User Groups
IBM Systems Magazine, Power Systems - May 2017 - CT1
IBM Systems Magazine, Power Systems - May 2017 - CT2
IBM Systems Magazine, Power Systems - May 2017 - 9
IBM Systems Magazine, Power Systems - May 2017 - Partner POV: The Changing Business of IT: Ensuring IT staff play a role in strategic discussions
IBM Systems Magazine, Power Systems - May 2017 - 11
IBM Systems Magazine, Power Systems - May 2017 - R&D: The Future Becomes Reality: Augmented reality brings practical benefits to businesses and consumers
IBM Systems Magazine, Power Systems - May 2017 - 13
IBM Systems Magazine, Power Systems - May 2017 - 14
IBM Systems Magazine, Power Systems - May 2017 - 15
IBM Systems Magazine, Power Systems - May 2017 - Open Source: The Buzz About Open-Source Databases: What are they and what options exist for Linux on Power?
IBM Systems Magazine, Power Systems - May 2017 - 17
IBM Systems Magazine, Power Systems - May 2017 - 18
IBM Systems Magazine, Power Systems - May 2017 - 19
IBM Systems Magazine, Power Systems - May 2017 - 20
IBM Systems Magazine, Power Systems - May 2017 - Cover Story: The Voice of the Community: Networking and education are among the value of user groups
IBM Systems Magazine, Power Systems - May 2017 - 22
IBM Systems Magazine, Power Systems - May 2017 - 23
IBM Systems Magazine, Power Systems - May 2017 - 24
IBM Systems Magazine, Power Systems - May 2017 - 25
IBM Systems Magazine, Power Systems - May 2017 - Feature: Meeting of the Minds: Harnessing the power of user groups, IBM is listening and responding to a community of experts
IBM Systems Magazine, Power Systems - May 2017 - 27
IBM Systems Magazine, Power Systems - May 2017 - 28
IBM Systems Magazine, Power Systems - May 2017 - 29
IBM Systems Magazine, Power Systems - May 2017 - 30
IBM Systems Magazine, Power Systems - May 2017 - 31
IBM Systems Magazine, Power Systems - May 2017 - Feature: IBM User Group Roundup: Curious about the user groups out tehre and what they're up to?
IBM Systems Magazine, Power Systems - May 2017 - 33
IBM Systems Magazine, Power Systems - May 2017 - 34
IBM Systems Magazine, Power Systems - May 2017 - 35
IBM Systems Magazine, Power Systems - May 2017 - 36
IBM Systems Magazine, Power Systems - May 2017 - 37
IBM Systems Magazine, Power Systems - May 2017 - HotTECH Products
IBM Systems Magazine, Power Systems - May 2017 - 39
IBM Systems Magazine, Power Systems - May 2017 - 40
IBM Systems Magazine, Power Systems - May 2017 - Champions Showcase: Rock Stars in our Midst: Profiles of 20 of the 2017 Power Systems Champions
IBM Systems Magazine, Power Systems - May 2017 - 42
IBM Systems Magazine, Power Systems - May 2017 - 43
IBM Systems Magazine, Power Systems - May 2017 - 44
IBM Systems Magazine, Power Systems - May 2017 - 45
IBM Systems Magazine, Power Systems - May 2017 - 46
IBM Systems Magazine, Power Systems - May 2017 - 47
IBM Systems Magazine, Power Systems - May 2017 - 48
IBM Systems Magazine, Power Systems - May 2017 - 49
IBM Systems Magazine, Power Systems - May 2017 - 50
IBM Systems Magazine, Power Systems - May 2017 - 51
IBM Systems Magazine, Power Systems - May 2017 - 52
IBM Systems Magazine, Power Systems - May 2017 - 53
IBM Systems Magazine, Power Systems - May 2017 - 54
IBM Systems Magazine, Power Systems - May 2017 - Solutions: MIMIX Share 5.4, Visions Solutions; Profound UI 5.7, Profound Logic;
IBM Systems Magazine, Power Systems - May 2017 - SnapShot: Anthony English
IBM Systems Magazine, Power Systems - May 2017 - Cover3
IBM Systems Magazine, Power Systems - May 2017 - Cover4
IBM Systems Magazine, Power Systems - May 2017 - Reference Point - Global Events, Education, Resources for Power Systems
IBM Systems Magazine, Power Systems - May 2017 - FF
IBM Systems Magazine, Power Systems - May 2017 - Fresh Faces
IBM Systems Magazine, Power Systems - May 2017 - FF2
IBM Systems Magazine, Power Systems - May 2017 - FF3
IBM Systems Magazine, Power Systems - May 2017 - FF4
IBM Systems Magazine, Power Systems - May 2017 - FF5
IBM Systems Magazine, Power Systems - May 2017 - FF6
IBM Systems Magazine, Power Systems - May 2017 - FF7
IBM Systems Magazine, Power Systems - May 2017 - FF8
IBM Systems Magazine, Power Systems - May 2017 - 2017 Power Systems Solution Edition
IBM Systems Magazine, Power Systems - May 2017 - SE2
IBM Systems Magazine, Power Systems - May 2017 - SE3
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