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L) on the Day That Novell's Acquisi- Though RDBMS Tion of USL Was Pub- Products Such As Or- Licly Announced

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L) on the Day That Novell's Acquisi- Though RDBMS Tion of USL Was Pub- Products Such As Or- Licly Announced by Jeff Tash was in Summit, President PdJ on Tuesday, Database Decisions December 22, visiting UMX he last thing stem Labora- IBM did right L) on the day that Novell's acquisi- though RDBMS tion of USL was pub- products such as Or- licly announced. acle and Ingres were Novell's interest in introduced long before UNIX as a counterweight to Microsoft's impending Win- lBMfs entry into the dows NT had not been a se- market, the truth is that rela- cret. Prior to this merger, tional technology never really Novell and USL had formed a soared in popularity until jointly held subsidiary, IBM released DB2. The same Univel, to create and market phenomenon occurred with a standard desktop version of PCs; it was the introduction UNIX that could be sold of the IBM PC that legiti- through the Novell distribu- mized the concept of personal tion channel. Also, friends of computing. Although Apple, mine at USL had kept me in- Commodore, and Radio formed about Ray Noorda's Shack had earlier blazed the (President of Novell) over- trail for PC pioneers, it tures towards USL. wasn't until the advent of the (contimed on page 9) computing environment, tions. No one is selling true and Information Ware- open systems because there (continued from front page) house, which was supposed is no such thing. The reality to enable end-users to ac- is that customers don't IBM PC that the computing cess hformation from any- "buy" ope11 systems, they landscape was changed for- where to anywhere. "build" open systems by se- ever. In essence, if you've lecting products that can Historically, the indus- followed IBM over the past work together effectively. try has always looked to decade, you'll agree that the Open is a marketing IBM for leadership. Over message has been, "we're a buzzword. How could any the past few years, the most customer-driven com- company possibly be op- pressing issue that IBM has pany-we're focused on the posed to open? After all, been asked to respond to is customer, we're listening to what is the opposite of the challenge of "open" the customer, and we're open? Can you imagine a computing. Once again, going to respond to the cus- company actively promot- IBM has attempted to assert tomer." Perhaps it was too ing closed computing? One its natural role as industry much attentiveness to cus- of the main reasons why leader. The result has trans- tomers that has led to IBM's open is so popular today is formed IBM in what can great downfall. They've because it is the only proven best be described as corpo- been so busy listening and way to compete successfully rate perestroika-Fndustry promising to be everything against IBM. imitating politics. Suddenly, to everyone, that IBM has the world's most proprie- For many years, IBM forgotten how to lead. To- tary computer company has was viewed as untouchable. day, one of IBM's biggest become a powerful advo- Originally, the computer problems is that it has set cate for open systems. In its industry was known as complefely uwealistic expec- rush to be as open as any- Suow White and the Seven tations. Now, after years of body, IBM has devised a Dwarfs. Snow White was failing to deliver on impos- series of grandiose plans IBM, and the seven dwarfs sible promise after impos- which Gartner has affec- were GE, RCA (both of sible promise, IBM has a se- tionately dubbed mark tec- which eventually quit the vere credibility problem. No tures. These began with computer business), Bur- one believes in them any- SAA, which was designed roughs, Univac, NCR, Con- more. The result is a com- to provide full portability trol Data, and Honeywell, pany that is in a deep across all of IBM's diverse all of whom failed to win funk-IBM's role in the in- proprietary products, and much market share against dustry is diminishing, its AD/Cycle which promised the mighty IBM. The only size shrinking, its stock to automate automation by company that ever truly tumbling, and the company pulling together all software succeeded in combating is struggling. development tools under IBM was DEC with its the umbrella of a single core To examine what's hap- VAX/VMS systems. DEC reposito~y.These were fol- pen to IBM, we should be- found a weakness in IBM's lowed by Systemview, gin by asking the question, strength, and attacked it. which promised to provide what is opefz computing? IBM's strength was it con- a framework that would in- Virtually every computer trolling share of 70% of the tegrate all system manage- company today is selling mainframe market, a 70% ment functions for an enter- what can best be described share in PCs, and a respect- prise-wide, distributed as Pary open solu- able share, albeit not as February i993 dominant, in the mid-range SAA, IBM promised consis- backs are commonly de- market. IBM's weakness tency, compatibility, usabil- signed to share the cost of was that all three market ity, portability, cooperative mainframe computing segments used radically dif- processing, and common among all users. But, smart ferent architectures. DEC applications. So where did users have discovered that countered IBM with a bril- SAA go wrong? The prob- they can escape recurring liant marketing strategy lem is that SAA turned five monthly charges by moving based on one architecture and years old on March 17,1992, their processing onto PCs one system-from the desktop and about the only success and LANs, or inexpensive fo the data center. that IBM could point to was UNIX machines. Whenever DB2. The glitter had faded this happens, the remaining from all the great promises users on the mainframe are of the past, such as SAA's left with bills that go up Off ceVision. Today, SAA is each month because the IBM's response to DEC's out, open is in. AD/Cycle costs must be spread across great market success with looks poised for the next an ever-shrinking user base. VAX/VMS was SAA. IBM great fall from grace, espe- The poor guy who gets promised to make its pro- cially now that Bachman stuck as the last one on the prietary systems open. and htersolv have dropped mainframe is going to get SAA's approach employed a their support. socked with an enormous time-tested IBM marketing charge! strategy know as FUD-Feal; As more and more users Uncertainty, and Doubt. move off the mainframe, the The FUD principal was pressure for others to based on the old adage that A lot of people believe downsize increases enor- no one ever lost their job by that SAA was really the mously. Today, we are fac- recommending IBM prod- "Save the Mainframe Foun- ing a stampede mentality. ucts. FUD was often cited as dation. " The problem is that People want to migrate off the key to IBM1s global suc- nobody wants to be the last the mainframe, ASAP. They cess. Many CIOs achieved one left on the mainframe, think that they can put their position by dutifully responsible for turning off LANs together to share following IBM's lead, and the machine. This has cre- data, applications, net- more than a few believe that ated a great dilemma for works, and devices. More- they owe their successful IBM as customers have over, they're convinced that careers to IBM. IBM brought lined up in droves to aban- downsizing is going to save along an incredible number don their mainframe sys- lots of money instantane- of people with them as they tems. This crisis is stagger- ously. There's a real prob- rose to greatness. ing for IBM, who still heav- lem, though, with this sce- Beginning with SAA, ily depends on mainframe sales because of their huge nario. The reality is that IBM changed its FUD mar- getting to a downsized keting strategy to profit margins. The result has been a massive drop in utopia is extremely difficult. FUDGE-Fear, Uncertainty, There are a host of issues earnings. and Doubt combined with that first must be addressed Great Expecfations. This pat- Helping to fuel the rapid with regard to security, in- terns was repeated with migration away from main- tegrity, recovery, backup, AD/Cy cle, Systemview, frames is the use of zero- budgeting, licensing, sup and Information Ware- based, cost-sharing, charge- house. For instance, with back algorithms. Charge- (continued on next page) Schussel 's Do~mzzi~~gJoznrnal, Fe hrzcary 6 993 The Lase Thing T 500 Excel users, each much more appropriate way spending three hours in- to classify our industry is in (continuedfrorn previous page) stalling a new product re- terms of functionality. I/S port, performance tuning, lease. In today's distributed does three things: batch capacity planning, and all of environments, we find processing, transaction the things that we've done repetitions of functionality processing, and end-user in- for years with mainframes. like this going on every- teractive computing. This It's one of those situations where. Real total savings last area, end-user interac- where I've got some good won't accrue from downsiz- tive computing, is where news and some bad news. ing until the entire I/§ or- client/server is having its The good news is that if you ganization is re-engineered biggest impact. Cli- come from an I/S back- and restructured. ent/server is mainly being ground, you understand the There is more to down- used to implement two requirements.
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