IBM has gambled heavily in its bid to win market share for its G5 S/390 mainframe.
David Carlucci, general manager of IBM?s S/390 division, acknowledged it had achieved strong sales figures by an ?aggressive? pricing policy, which saw it achieve more than 350 winbacks against rivals Amdahl and Hitachi Data Systems.
Speaking at the user group conference in Berlin this week, Carlucci said the priority with the G5 was for IBM to win as much footprint in the marketplace as it could: ?We?re very focused on being the enterprise supplier of choice.?
Analysts argue this policy contributed to IBM?s share price slump this month, despite its strong fourth quarter results.
?Wall Street doesn?t look at market share, it looks at dollars and the dollar figures for S/390 sales were very disappointing,? said Rob Schafer, programme director for enterprise data strategies at the Meta Group.
Carlucci said IBM was also targeting Unix rivals, that have been attempting to position their machines as data centre systems. ?Quite candidly, I?m extremely focused on Sun and HP,? he said, ?They are the ones that we come up against now.?
For the full story from this week's Guideshare conference, see today's news analysis section
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