Will Vista Open A Window For Linux? Are You Ready For The Opportunity?

As we sit and wait for a day sometime in the future when Microsoft Vista actually ships, it's worth pondering the solution provider opportunity surrounding the event.

ROBERT FALETRA Can be reached at (781) 839-1202 or via e-mail at rfaletra@cmp.com.

Vista is a major upgrade. It may not be on the scale of the move from DOS to Windows 95 10 years ago, but the new operating system will require significant investment in new hardware and software if the full extent of its power is to be tapped. Some analysts believe only 50 percent of current PCs in use will be able to run the new OS effectively. In other words, Vista has the potential to spark some growth in the overall market, but at a significant cost to users.

Let's assume Vista truly does measure up. This will inspire lots of evaluation surrounding the cost to make the jump, and solution providers will be in the catbird's seat in terms of tipping the scale one way or the otherespecially in the midmarket.

When I say tipping the scale, I mean more than merely helping customers make a choice as to whether or not to upgrade early. Solution providers will also be fielding lots of questions as to whether or not it makes sense for their customers to look at Linux and evaluate a move to open-source systems vs. making the transition to Vista.

For some customers, Linux may not even be a consideration, but for others, the cost comparison of the two operating systems may prove worthwhile.

This is something that should not be lost on solution providers that can add value by pointing out what is best for each of their customers. A thorough examination of customers' short- and long-term needs and how Linux and Vista environments might meet those needs is a role the channel will play.

Let's remember that a transition like this offers both opportunities and risks for a company like Microsoft. The opportunity is obvious in that the more customers that upgrade early on, the better it is for Microsoft, which will also be pushing applications that take full advantage of the new operating system.

	'Vista will spark discussion in this industry as to whether it makes sense to stay put on the current Windows platform, upgrade to the latest offering or perhaps take a new direction when it comes to operating systems.'

But transitions also afford competitors an opportunity to prove their own value by offering customers a chance to compare offerings before checks are written.

As a solution provider, your first loyalty is to your customer. Even if you are not a Linux fan, you need to be ready for questions surrounding this issue. There's nothing wrong with believing strongly in either environment, but your credibility may be on the line if you haven't considered the pros and cons of the alternative.

One of the most significant value-adds you offer is your unbiased, third-party opinion about technology. To be credible as a solution provider, you must be evaluating alternatives for your customers all the time. You also, of course, need to make a commitment to be technically astute in the platform you prefer.

My point is Vista will spark discussion in this industry as to whether it makes sense to stay put on the current Windows platform, upgrade to the latest offering or perhaps take a new direction when it comes to operating systems. Your recommendation carries more weight if you have evaluated all the alternatives than if you haven't. What's more, you need to know more than your customer does about these issues. By doing so, you will be able to see and act on sales opportunities no matter what platform you are pushing.

It's something to think about. If you don't, you just may find one of your competitors hasand that could mean an opportunity for them and a loss for you.

Make something happen. I can be reached at (781) 839-1202 or via e-mail at rfaletra@cmp.com.