Playing Neutral and Partnering
Unisys is also turning to third-party software vendors to create additional tools for its new management suite. For example, Unisys uAdapt, which allows for the repurposing of server hardware in real time, is based on software for Scalent Systems. Andrew Butler, an analyst with Gartner, said Unisys has been moving away from its legacy as a hardware provider in the last three years in favor of a new business model that focuses on services. One reason is that Unisys cannot compete in a volume, x86 server market with the likes of HP and Dell."Unisys is betting that while HP's approach will appeal to HP users, it will be treated with more suspicion by clients of IBM, Sun, etc.," Butler wrote in an e-mail to eWEEK. "The proof of this strategy will be Unisys' ability to partner - with other hardware vendors, OS vendors and application vendors - to make the vision real. While other vendors concentrate on delivering a great management experience for their own stack or hardware platforms, Unisys can concentrate on a more solutions-oriented message that just might find some followers." In addition to the new management suite and services, Unisys is also offering new servers and updates that relate back to its legacy hardware business. This includes the ES5000 blade, which offers more I/O configurations that fit with the company's RTI strategy. The hardware updates also include improvements to the Unisys' ES3000, which updates the line with new Intel Xeon processors.
In order to succeed, Unisys needs to convince its customers in specific vertical markets, such as financial services, local governments and transportation that it can serve their needs with the commitment required by an IBM or HP.