Making Real Customers from Virtualization
September 30, 2013
Rich Pugh describes himself using a term that’s far from a virtualized IT pro. Pugh, who’s the new senior VP of worldwide sales and services at virtualization vendor Stromasys, says he’s “carried a bag” since the middle 1980s. The term refers to a salesman who’s working on a commission basis, someone who visits customers to close sales. That was not unusual at any size of IT customer in 1985, when Pugh started at Digital Equipment. Today these kinds of visits from such computer hardware vendors are reserved for large accounts. That’s what makes Pugh’s current job selling the Stromasys CHARON HPA/3000 emulator such a profound echo. His company is replacing the 3000 hardware which once required a sales call to spark an install.
Stromasys has been ramping up its executive and strategic team over the last 18 months, all while the company has rolled out and refined its server virtualization software for the MPE marketplace. Bill Driest was introduced to the community at this May’s Training Day as Stromasys GM in the Americas Region. Driest now works for Pugh, since the latter arrived this June. All was explained to us by CEO Ling Chang, who joined the company herself in 2012.
In the fall of that year, Chang was introduced to us by Stromasys founder Robert Boers in a joint Q&A — in much the same way she introduced Pugh to us this month. We wanted to check on the outlook for selling a virtualization engine which emulates a server that was cut loose by HP more than two years ago. Emulators often surface while system support is still in place but manufacturing has ended. In the case of HPA/3000, everything was dropped by HP before Stromasys could sell a single unit.
Of such challenges are heroic stories made. Vendors have given up on creations or developments that had much life remaining, and Pugh and Chang believe they’ve got a good shot at replacing some mission-critical HP 3000 systems. Driest said that the North American rollout of HPA/3000 began with that May Training Day. Three months later the prospects still have interest and questions, but fewer of the queries are about technical capabilities. Pugh said he’s been pitching large companies this summer on 3000 replacements using the CHARON virtualization engine.
We interviewed Pugh and Chang in August, a month when HP 3000 users often gathered at a North American conference. In the week we talked, Google’s founder was announcing a burger built in a lab using 20,000 cow stem cells. A product that puts MPE software on Intel chips might seem as much of a surprise. Pugh is working to give the 3000 community a taste for the CHARON novelty, one that wants to eliminate HP’s iron like Google wants to remove the cow, but with genuine flavor.
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