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Enterprise Infrastructure
IBM Power and IBM i (AS400) is a renewal conversation more often than a new-logo sale. Most competitive threats show up at end-of-support or a lease refresh, not because a buyer woke up wanting to leave the platform. The real fight isn't Power versus x86 in the abstract, it's whether the core workload is genuinely IBM i/AIX-dependent or has already been re-platformed to something portable.
What to Know Before This Conversation
- Ask early whether the core application is truly IBM i/AIX-dependent or already portable. That single answer predicts the deal far better than any hardware comparison.
- FlashSystem attach-rate conversations are often easier wins than server refreshes, since Storage Virtualize licensing (replication, encryption, Easy Tier) is frequently quoted separately and buyers rarely understand the real cost until it's broken out.
- IBM Business Partner tier signals real technical depth on IBM i/AIX, not just resale rights, worth confirming before promising a buyer migration or modernization support.
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