Flexibility is stressed in new I.B.M. products

Article Abstract:

List prices range from $70,480 to $22.8 million for IBM's 18 new System/390 mainframe computers, depending on size and cooling method. In the development and introduction of the new machines, IBM revamps its marketing strategy to make the transition from old to new mainframe product lines as painless as possible for both the manufacturer and its customers. IBM hopes to avoid the usual lag between the decline in sales of old systems and increasing sales of new products by offering IBM mainframe users incremental ways to switch to the new systems. New housing, cabling and 'plumbing' are available as intermediate steps moving toward full upgrading. IBM also intends to increase its customization of mainframes for each client, adding additional hardware as needed. These new marketing techniques and an increased discount are designed to combat growing competition from Hitachi Ltd. and Fujitsu Ltd.

Computer industry, Marketing, Marketing Strategy, IBM System/390 (Mainframe computer)

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I.B.M. and Digital expand product lines

Article Abstract:

IBM and DEC each will introduce new products to improve their profile in the computer-integrated manufacturing (CIM) market. Computer-integrated manufacturing uses computers to tie design, engineering and factory management together to improve quality, cut costs, and speed up the manufacturing process. DEC's new VAX 9000 computer is capable of operating at speeds up to 117 times faster than DEC machines built in 1977. The new computers range in price from $1.24 million for a single processor model to $3.9 million for a four-processor model. IBM, which has 70 percent of the mainframe market, but very few in industrial applications, will add 16 models to its 3090 series of mainframes. IBM stresses that these machines, which range in price from $830,000 to $12.9 million, will allow equipment made by other companies to enter data into the system and enable differing machines to communicate.

Prepackaged software, Equipment and supplies, Product enhancement, Digital Equipment Corp., DEC, Computer-integrated manufacturing, DEC VAX 9000 (Mainframe computer), IBM 3090 (Mainframe computer)

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New line by I.B.M. is 'open'; products can work with other brands

Article Abstract:

IBM introduces seven mainframe computers and over 100 other hardware and software products. The mainframes will start shipping in mid-Sep 1991. The new mainframes are 15 percent faster than expected. The new products are 'open,' which means they can work with competitors' systems. IBM also has a new version of UNIX, which will be available in late 1992. IBM's strategy involves what the company calls its 'Information Warehouse,' a standard which is designed to manage data. IBM is forming an international alliance of partners who will support the standard. Information Builders Inc and Bachman Information Systems Inc have agreed to develop products. IBM is also releasing the 3390 Model 3, a high-end disk drive for mainframe computers, as well as new optical and magnetic storage devices. Its Escon fiber-optic cable system can now link computers 37 miles apart.

Contracts, Storage media, Data storage media, UNIX, Strategic Planning, Cooperative Agreements, Open Systems, Information Builders Inc., Bachman Information Systems Inc., IBM 3390-3 (Hard disk drive)

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