Global CIO: IBM Details Raids On Customers From HP And Oracle - InformationWeek

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12/2/2010
08:03 AM
Bob Evans
Bob Evans
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Global CIO: IBM Details Raids On Customers From HP And Oracle

IBM gives customers names and says its "Migration Factory" wins over HP and Oracle/Sun have averaged almost $1 million in revenue.

For the first time, IBM's hardware team has released customer names and revenue figures from its ongoing "Migration Factory" campaign to snatch systems customers from competitors, particularly HP and Oracle/Sun.

On top of its 4-year-long formal effort to woo customers from HP and Sun, IBM is currently looking to exploit the awkward dramas that have recently flared up with its two major hardware competitors as HP and Oracle have been embroiled in some vicious exchanges relating to former HP CEO Mark Hurd and new HP CEO Leo' Apotheker.

According to IBM, its efforts are bearing fruit: for the three months ended Oct. 31, IBM says "nearly 400 customers moved critical business workloads to IBM servers and storage systems from Oracle/Sun and HP in the third quarter, a record high since the company began tracking migrations more than four years ago."

IBM periodically sends out press releases touting the ongoing successes from such recruitment efforts, but those announcements do not offer enough detail to give a rich perspective on just how successful those raids have been.

In the past, HP and Oracle have dismissed these claims from IBM as nothing more than PR fluff or simply the cyclical ebb and flow of purchases made by customers who have always sourced systems from multiple vendors.

But the new revelations that IBM has shared exclusively with Global CIO give CIOs a chance to review some specifics to help them determine if these customer shifts are trivial and typical, or if they're tipping-point trends.

Here are a some of the key customer-side details from IBM about what's behind those migrations:

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