IBM fires a ServicePac shot at server rival HP

IBM is keen to grab more of the lucrative services market by launching a measured attack on rival HP in the server space.

Big Blue last week unveiled its ServicePac ­a pre-packaged hardware service aimed at the maintenance of HP server products including P-class blades, Proliant DL and ML servers. The ServicePac is available through open distribution and IBM guarantees a four-hour response service anywhere across the UK.

Phil Batchelor, IBM UK and Ireland service product line executive, told CRN: “This is in response to what a lot of channel partners have requested from us. HP and Compaq have a much higher proportion of the server market than IBM, and this will help our partners expand into a space we are not currently in.

“Partners need something to sell otherwise they cannot engage. It is a great extension of our services.”

Jim Hart, managing director of VAR Europlus Direct, welcomed the scheme. “One of the best things from a customer point of view is that the ServicePac is cost effective in comparison to HP list prices, at almost half the price,” he said. “We have only been selling IBM services before, so this will open doors to other customers,” he said.

Allister Richardson, hardware business manager at distributor DNS Arrow, agreed.
“We are working hard to expand our maintenance offerings for partners and are seeing real traction in this area,” he said. “It opens up a new revenue opportunity for us and our partners that we are keen to exploit.”

However, an HP statement played down the move.

“HP provides service support in addition to post-warranty support services for both HP servers and other vendor systems. Many of HP’s customers with expiring warranties typically choose to extend their service coverage on their equipment with HP Technology Services or invest in newer HP server offerings,” it said.