Last week, we presented a counterpoint to the recent negative press on IBM. I’ll take it a step further. I believe that IBM is actually the vendor that is closest to providing “Enterprise Cloud.” But what is sold, how it is sold, and the vision of the end result still needs a lot of work.
I’ve both competed against IBM at EMC and worked with IBM as a partner. When competing, our fear was getting maneuvered by IBM out of the deal when they went right to the CxO. When partnering with IBM, I was frankly surprised and disappointed at the fumbling. As a shareholder, I would have been livid.
Because of internal turf issues, IBM reps got stuck on whether to propose product, services, or cloud instead of focusing on what the customer wanted
Because differentiated core technologies like GPFS were positioned as products instead of part of a strategy and delivery model, they lost in feature-to-feature comparisons
There were repeatedly missed opportunities for leadership, where the customer was looking for a new vision of computing, blending attributes of traditional enterprise technology with the cloud – instead, the customer got generic positioning (or worse, marketing-speak)
I have three recommendations to address these issues.
EMC kicked off EMC World 2014 with the announcement of their acquisition of DSSD, a shadowy company founded by eccentric geniuses from Sun Microsystems: Andy Bechtolsheim, Jeff Bonwick and Bill Moore. DSSD has been working for three years to accelerate data access and organization for huge datasets by building object storage capabilities directly onto a custom chipset. This is a fascinating story, and can be seen as another step in the struggle of vendors to own information intelligence and speed access to exabytes of data being created.