Cisco v HP, Round 1

Washington Technology (through 1105 affiliate reporter Jeffrey Schwartz of Redmond Developer News) reports that Cisco has severed all ties with HP.
http://washingtontechnology.com/articles/2010/02/19/hp-cisco-sever-relationship.aspx

As the WT article points, both companies have started to encroach on the other's turf with new products, or the threat of new products, so the split should not surprise anyone.

But what does it mean for the B2G market overall?

Cisco, like Microsoft, is every one's "big partner", and it has a huge influence on the B2G market.
Cisco has a well-directed B2G efforts which has been in place for several years, and they are truly pervasive in the Federal arena and throughout Washington DC. Their channel program has been consistent and well managed, which is a really big plus is a market where long-term relationships between companies are difficult to maintain. The channel program has allowed Cisco to identify and nurture many VARs and small IT companies that are now closely allied to Cisco.

HP, on the other hand, has had an inconsistent Federal program for years, sometimes favoring the channel, other times trying to go direct. During that same time, companies like CDW (and CDW-G) and GTSI have done well by and for HP in the government market.

What does this mean for HP in the federal market? Frankly, word on the street for a while has been that HP lacks a coherent and cohesive federal sales and marketing plan. There is HP presence in DC, but it lacks senior leadership. In a relationship driven market, this does not bode well for HP.

HP needs to put a senior director back in place in Washington DC and give him/her the clout to do what it takes to build a consistent B2G federal program.

In the WT article Gartner analyst Tiffani Bova said "she wouldn't be surprised to see the two companies iron out their differences eventually and come up with a more mutually acceptable pact."

Frankly I don't see that happening. Short of one company buying the other, this has as much chance as Steve Jobs showing up at Scott McNealy's birthday party.

If it becomes an all-out war, the channel players, especially smaller resellers, may be caught in the middle. These smaller channel players may have to choose between Cisco and HP.

Stay tuned!

Oracle buys Sun

The NY Times reports Sun has been purchased by Oracle.
http://www.nytimes.com/2009/04/21/technology/companies/21sun.html?_r=1&ref=technology&pagewanted=print

What does this mean for the government market? Until 9/30/09 (end of FY) - nothing. The deal won't close until summer anyway, and no one wants to disrupt ANY end-of-FY deals. But they will be disrupted to some degree.

Any pending deals for Sun's competitors are now in some jeopardy, as Sun now has the financial solvency of Oracle behind it. With a compelling product and solvency, Sun is now poised to regain marketshare.

And Oracle's recent deals with Dell and HP? One can assume that these will not be vigorously pursued, but stranger things have happened.

And what does this mean for the various channel partners (VARs, SIs, etc) of Oracle and Sun, who are not always the same players?

This deal will be very interesting to watch as it unfolds.

Not that I have an opinion.

FOSE reversal - expo is free to all

If somehow you have missed it, FOSE occurs next week at the DC Convention Center.

Over the last several weeks radio spots for FOSE were saying the expo was "free for DOD and Federal employees". The FOSE web site now says the expo portion is free for DOD, Federal employees and government contractors.

This is not the first time this reversal has occured. A few years back, under the previous owner (Post Newsweek Tech), FOSE did this when the contractor community balked at paying $50 to see exhibits. It seems overall attendance may be down again, and the last minute jolt might help. I understand the need to monetize the event in as many ways as possible, but charging contractors for the exhibits does not work and with fewer people in the exhibit halls, the show floor looks like a ghost town.

If you'd like to register, go to
www.FOSE.com

I will not be attending for the 2nd time in 25 years. I will be leaving the country on the 11th and will have several things to do prior to that. Even if I were in town, there are fewer reasons for me to attend. High among my reasons for not attending is the lack of parking in the vicinity of the DC Convention Center. I hate going there. Whoever designed this place had an obvious Metro bias which does not servve the best interests of the event producers.

Last year I was at FOSE to do a live radio broadcast from the show floor, and it was fun having several of my friends who were exhibiting as guests on the show. This year my radio station - WFED, www.FederalNewsRadio.com - opted not to go, as did some of the exhibitors who were on my show.

I would like FOSE to succeed, but the age for the mega-tech show may be passing. MacWorld and others are going away. Some tech trade pubs are folding. VAR Business just put out its last issue and will now be part of CRN.

If companies have marketing dollars, apparently they are looking for other places to spend them.

FOSE must reinvent itself if it is to survive. It would be great to have one big event that attracted the IT community (other than the Input holiday party), but it is going to take some radically new thinking.

VAR Business folds into CRN, MacWorld Moves to the Next World

VAR Business folds into CRN, MacWorld Moves to the Next World (remember Steve’s other company, NeXT Computer?) - what’s next…
A lament sung to the tune of “Where Have All the Flowers Gone”


Where have all the trade pubs gone
Long time passing
Where have all the trade pubs gone,
Long time ago
Where have all the trade pubs gone,
Gone to land fills every one -
When will they ever learn, when will they ever learn.

Where have all the trade shows gone
Long time passing
Where have all the trade shows gone
Long time ago
Where have all the trade shows gone
Gone to the web every one -
When will they ever learn, when will they ever learn.


If anyone would like to add a verse…feel free.