Lanamark today announced a partnership with Avnet Technology Solutions, a leading distributor of enterprise computing products, software and services with locations in more than 30 countries. The partnership will enable value-added resellers, system integrators and system builders working with Avnet Technology Solutions to use Lanamark Suite to accelerate design and delivery of desktop virtualisation, server virtualisation and storage solutions to enterprises in EMEA.

The partnership between Avnet Technology Solutions and Lanamark allows IT solution providers to offer real options to customers across virtualization and hardware platforms, rather than limiting them to a fixed combination. Now VARs, system integrators and consultants can mix-and-match:

• Software from vendors such as Citrix, Microsoft, Oracle, Parallels, Quest and VMware
• Hardware from vendors such as EMC, HP, Hitachi, IBM, Fujitsu, IGEL, NetApp, Sun and Wyse

By doing so, solution providers can build solutions that are best for their customers and then purchase all the key components of these solutions from Avnet, all while shortening sales cycles and maintaining control of sales and services opportunities.

As IBM walks away from its acquisition of Sun Microsystems, it is clear that Cisco Systems and Hewlett-Packard have a renewed opportunity to pursue Sun Microsystems. There are several factors favoring these vendors:

1. The Sun Microsystems Board of Directors is probably frustrated in dealing with IBM and would welcome another more aggressive suitor.

2. The last offer Sun Microsystems was willing to explore was $9.55 per share or approximately $7 billion. In other words, both vendors know approximately how much the acquisition would cost.

3. Chances of anti-trust issues would be minimal compared to IBM.

Would HP bid on Sun Microsystems or is Cisco going to strike first?

While most attention has been on IBM and its pursuit of Sun Microsystems, what would HP gain by competing with IBM to acquire Sun? Let's explore the various what-if scenarios for HP and IBM:

IBM acquires Sun Microsystems

Benefits to HP

• No need to worry about Cisco acquiring Sun and attacking core HP server and storage businesses.
• No need to compete with Sun directly.

Downsides for HP

• IBM owning 65 percent of the $17 billion UNIX server market.
• IBM increasing its strength in server, storage and service businesses.

HP acquires Sun Microsystems

Benefits to HP

• No need to worry about Cisco acquiring Sun and attacking core HP server and storage businesses.
• Expanded software and developer tools portfolio that could help HP compete more effectively with IBM.
• MySQL to help HP enter the database market and take on DB2, Oracle and SQL Server.
• Dominant position in the UNIX server market against IBM.

Downsides for HP

• Premium on acquiring Sun Microsystems, especially in light of competition from IBM.
• Consolidation with Sun server and storage businesses due to overlap.

Neither HP nor IBM acquires Sun Microsystems

This could be detrimental to both HP and IBM because Sun would most likely become an acquisition target for Cisco Systems. And if it falls into the hands of Cisco, then Cisco will be in a strong position to attack core server and storage businesses of both companies. IBM has the most to lose if Sun Microsystems falls into the hands of either Cisco or HP because in both cases, it would be facing a stronger competitor across its server, storage, software, database and other core businesses. Hence pursuit of Sun Microsystems is actually a defensive strategy for IBM in an attempt to protect and bolster its core businesses against both Cisco and HP.

If IBM efforts fail due to anti-trust issues, then this may be the catalyst for HP to bid on Sun Microsystems. Of course HP may go after Sun proactively but given its slightly more conservative $10.246 billion position in cash and cash equivalents compared to $12.906 billion for IBM, HP may sit this one out. Furthermore, HP may want to conserve its cash resources and go after Egenera after IBM spends its cash on Sun Microsystems.

Ultimately Cisco is in the best financial position to go after Sun Microsystems and block both HP and IBM. Cisco has $29.531 billion in cash and cash equivalents as of December 31, 2008 so as long as it is willing to bid north of $8 billion for Sun, it may put both HP and IBM out of contention.

Regardless of what happens, Lanamark software already supports data center analysis and design services with servers and storage from Dell, HP, IBM and Sun, and virtualization platforms from Citrix, Microsoft, Parallels, Virtual Iron and VMware. Support for Cisco UCS is coming in 2009Q2.

On March 16, 2009 Cisco unvealed its Unified Computing System, positioning itself to broaden its reach across the data center beyond network infrastructure. The Cisco Unified Computing System unites computing, network, storage and virtualization resources in the data center, making IT infrastructure more efficient and less complex.

Cisco's move is quite brilliant - instead of competing head-on with Dell, HP and IBM in the saturated server and storage market, Cisco is offering a highly integrated blade platform which would allow it to offer all data center components in a unified form factor. This approach is highly differentiated and will certainly cause Dell, HP and IBM to consider defensive strategies.

IBM is already pursuing an acquisition with Sun Microsystems in a possible attempt to prevent Cisco Systems from gaining a complete stack and attacking its server, storage and other core businesses. IBM acquisition of Sun Microsystems would actually benefit Dell and HP because it would preclude Cisco Systems from competing with their core businesses since both vendors are already competing successfully with IBM on these fronts. But if Sun Microsystems is acquired by Cisco Systems, then how should Dell, HP and IBM respond?

One possible approach would be to acquire Egenera which provides the closest possible alternative to the Cisco Unified Computing System. Dell already has an OEM agreement with Egenera so it would be no surprise if Dell fires the first shot and pursues an acqusition. But with $12.906 billion and $10.246 billion in cash and cash equivalents IBM and HP have respectively, both companies are in a stronger financial position to go after Egenera than Dell.

Regardless of what happens, Lanamark software already supports data center analysis and design services with servers and storage from Dell, HP, IBM and Sun, and virtualization platforms from Citrix, Microsoft, Parallels, Virtual Iron and VMware. Support for Cisco UCS is coming in 2009Q2.