Big Blue shows Linux dedication

London centre to provide hands-on environment for channel partners

Sara Yirrell, CRN 06 May 2003

IBM cemented its support for Linux last week by unveiling a dedicated centre at its London headquarters.

Big Blue has claimed it will provide a hands-on environment for channel partners to test and demonstrate solutions directly to customers.

The centre, part of IBMs $1bn global Linux investment, is initially aimed at the financial sector, with plans to extend to other sectors in the near future.

David Valentine, IBMs EMEA Linux sales manager, said the channel plays a major part in IBMs Linux focus.

"Our channel is critical to what we are doing. If you take the sheer volume of Linux opportunities, there is no way we can do this on our own without their help," he said.

"The centre is initially aimed at the financial sector because it is the biggest Linux adopter to date, but other sectors such as retail and government are not that far behind."

Valentine added that a lot of channel partners have strong customer relationships, and that the centre will allow them to make use of the facilities to demonstrate solutions to existing and potential Linux adopters.

Jim Stallings, general manager of Linux at IBM, said: "More and more companies are realising that the cost savings and performance of Linux provides the foundation that will allow them to respond quickly to changing market conditions."

The announcement has been well received by VARs. Darren Thomson, solution strategist at reseller Morse, said the future of proprietary Unix systems was limited.

"Linux delivers cheaper infrastructure and agile architecture that proprietary systems just can't deliver," he said.

Thomson added that the centre will allow partners to promote Linux adoption and generate revenue through proof of concept, migration and general service opportunities.

Shaun Davies, strategic business director at Computacenter, which is also setting up a Linux centre of competence in Hatfield, said: "This centre will help drive demand in the marketplace, which can only be good for partners in the long run."

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