Close Race In Workstations Continues

It was a close race--with the ranking subcategories being evenly split between the winners. IBM clearly differentiated itself in the area of product innovation--claiming first place in all five criteria that comprise the subcategory. "Our differentiating features in the workstation arena are primarily around our applications and workload optimization," says Alex Yost, director of IBM eServer xSeries at IBM in Raleigh, N.C. "Ensuring that we have systems optimized for key customer workloads has been a strength of IBM--and the notion of having workstations that run to their maximum capability is key to our customers."

Meanwhile, HP claimed the partnership subcategory (albeit by one point), grabbing first place for its partner portal, sales-partnering skills, communication (tied with IBM) and revenue/profit potential it offers the channel. The company credits its solution-based approach with the channel as a key part of its success.

"Targeting specific customer solution areas is having a material effect on our joint business with partners," says Susan Reynolds, HP's vice president of partner development and programs for the Americas in Fort Collins, Colo. "Using partner support tools like PartnerOne sales engines, we are able to bring together ISV software products, HP's ProLiant technologies and channel-specific training, rebates and market development funds for a total solutions package. Sales engines with Oracle, Microsoft, SAP and others mean our partners have a broad choice of solutions to support their customers' needs."

For the support subcategory, the channel split its allegiance between the two winners: IBM got the nod for its presales and postsales support, while HP was praised for its marketing support and tied with IBM for its quality of technical support.

"IBM's sales support is very good," says Don Barnum, IBM product manager at PC Mall Gov, Torrance, Calif. "We work directly with them, particularly their field personnel, and they are excellent. They work hand-in-hand with us when we are working with a customer on a particular solution."

IBM points to a support team that is held in common between the workstation and server products. "Frequently, large electronics firms that need workstations and servers like to find that the same IT staff and sales department work with them on both," Yost notes.

It appears that the close race within the advanced desktops and workstations category will by no means abate. This year it is a close race, with only 17 points spread between the top loyalty score and the bottom. Next year's winner is anybody's guess.