Evangelizing Mainframe
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Q2 zEnterprise Sales Phenomenal, Future is Bright

After posting some downright phenomenal sales number in Q2 2011, you might think Paulo Carvao would be resting on his laurels. Not so. IBM's VP of System z global sales is already thinking ahead to how he's going to further the platform's reach.
Indeed System z sales led the way with a 61-percent increase, bolstering IBM Systems and Technology Group to a 12-percent revenue boost for the quarter. 
Carvao, who has been in his current role for two years, makes it all sound easy, giving credit to customer acceptance of the zEnterprise value proposition. The zEnterprise System, being designed for data, managed in a cloud and able to be tuned to the task across multiple workloads, is at the center of this smarter computing infrastructure.
At the end of the day, he believes customers are looking to the IBM zEnterprise platform to solve two primary pain points--business agility and flexibility, and cost reduction. He says those pain points haven't changed much over the past two decades. 
With it's hybrid nature, zEnterprise now provides a different approach to the problem, allowing clients to reduce costs by as much as 50 percent. "This is a dramatic change with regard to what we can do to help clients deal with some of these priorities," Carvao explains.
IBM has an initial set of early hybrid computing adopters who are currently using the zEnterprise BladeCenter Exchange (zBX) technology. Another 70 clients purchased the zBX technology in first half of the year. "This provides the foundation for this vision of a vibrant platform into the future," Carvao says. "It helps clients bring more worlkload onto the platform and drives sales, driving a new level of commitment to the platform and therefore zEnterprise 196 (z196) and zEnterprise 114 (z114) sales.
Speaking of that new box, Carvao has high hopes for the midrange mainframe. "We're expecting it to do as well as the z196 has done so far." 
Initial feedback from clients has been positive. "There's definite customer interest in the z114," he adds.  

Evelyn Hoover is executive editor for Destination z. 

Posted: 8/9/2011 7:35:05 AM by Evelyn Hoover

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