[Info-vax] VMS support is being transferred from HPE to VSI

[Kerry Main]

> -----Original Message-----
> From: Info-vax <info-vax-bounces at rbnsn.com> On Behalf Of Arne
> Vajhøj via Info-vax
> Sent: April 29, 2018 1:38 PM
> To: info-vax at rbnsn.com
> Cc: Arne Vajhøj <arne at vajhoej.dk>
> Subject: Re: [Info-vax] VMS support is being transferred from HPE to VSI
> 
> On 4/29/2018 1:28 PM, Bill Gunshannon wrote:
> > On 04/29/2018 01:04 PM, Arne Vajhøj wrote:
> >> On 4/29/2018 10:42 AM, Bill Gunshannon wrote:
> >>> On 04/29/2018 09:54 AM, Scott Dorsey wrote:
> >>>> Bill Gunshannon  <bill.gunshannon at gmail.com> wrote:
> >>>>> Still doesn't make sense.  Why pay HPE (who must be taking a cut)
> >>>>> even when they are doing nothing but passing it on.  Keep your
> >>>>> contracts for products HPE supports, if you must, but I still
> >>>>> see no reason to pay them for VMS support they will not be
> providing.
> >>>>
> >>>> You buy comprehensive service so that you're getting both
> hardware and
> >>>> software support from the same outfit.  That way, you don't have
> so
> >>>> much
> >>>> of an issue with the software manufacturer saying it's a hardware
> >>>> problem
> >>>> and the hardware manufacturer saying that it's a software
> problem.
> >>>
> >>> How does paying HPE for service they don't provide fix this?  HPE
> >>> hands it off to VSI.  VSI says it's a hardware problem and hands
> >>> it back to HPE says it's a software problem, Etc, etc, etc.
> >>> Neither of them solve the customer's problem even though he paid
> >>> them to.
> >>
> >> customer pays HPE for HW support and VSI for SW support
> >> HPE support claims it is a SW problem
> >> VSI support claims it is a HW problem
> >> =>
> >> *customer* has a problem to work out with HPE support and VSI
> support
> >>
> >> customer pays HPE for HW support and SW support
> >> HPE pays VSI for SW support
> >> HPE support claims it is a SW problem
> >> VSI support claims it is a HW problem
> >> =>
> >> *HPE* has a problem to work out with HPE support and VSI support
> >
> > And that leaves the customer where?  Seems the same to me either
> way.
> 
> You can say that by paying VSI via HPE they are outsourcing
> some issue management to HPE.
> 
> You may not consider that worth the uptick that HPE
> undoubtedly will add to take on that responsibility.
> 
> But some CIO's will be willing to pay that uptick
> to avoid that responsibility.
> 
> Arne
> 

Yes, there may be some exceptions, but the "one throat to choke" argument is rapidly going away as Customers look to reduce IT support costs. 

I remember a couple of decades ago, a very smart IBM Sales Exec sold Alpha's and OpenVMS licenses with a bunch of IBM software to a Customer. All he did was get Alpha HW and support quotes from Partners, then added 15+% to the total price. Cust got what he was looking for and IBM remained in control of the (rather large) account. That was an example of what is called "solution sales".

Key point - The "one throat to choke" support contract is usually much more expensive than shopping around smaller contracts with specific vendors.

Good example of the industry norm today - most Cust's with Windows or RH or Oracle support contracts do not call Microsoft or RH or Oracle when they have an obvious HW issue. They will typically have local contracts for HW and OS SW support contracts with MS or RH.

Remember - VSI is a software company. 

Similar to MS or RH, it makes no difference to VSI if the instance of OpenVMS is running on an emulator, physical HW or a VM like what is coming in OpenVMS V9+. The monthly support contract revenue is the same. 

Fwiw, both RH and MS absolutely love the VM sprawl that is so evasive in many Companies today. They get paid for each one of these VM instances that breed like rabbits.


Regards,

Kerry Main
Kerry dot main at starkgaming dot com