Redmond Channel Partner Online: Close the Deal on Lotus Migrations

May 23 2007

Consider the source, but even then...an interesting look at the "justification" for migrating away from Lotus.  A lengthy article, never once does it discuss business benefits, strategic objectives, ROI, or anything that remotely resembles a solid set of business reasons for migration.  There's no example of a customer success.  There's no financial analysis of what it costs to migrate.

So, what is in the article?  Well, there's a lot of noise, a few inaccuracies, and some places where the real story comes out.  

Analyst Sara Radicati, who is president and CEO of the Palo Alto, Calif.-based market research firm The Radicati Group Inc., says that by itself, SharePoint won't be pushing users off the Lotus platform. "I don't think the release of a new SharePoint server makes migration from Lotus to Exchange more compelling," she says. "Companies who use Notes are dealing with a much broader set of internal decision choices before choosing to migrate away from Notes." ...

Radicati says IBM's strategy clarification has helped. "I think Notes customers are somewhere in between at the moment -- the fact that Lotus has pulled away from the Workplace strategy is a positive and makes them feel more confident in the long-term direction for Notes," she says. "On the other hand, many companies we know of are actively investigating migration options, mainly to Exchange."
It would be an interesting survey of those companies to determine which ones are investigating based on some internal catalyst, vs. a suggestion from their friendly neighborhood Microsoft rep or partner.

After all, they're in it for their own reasons, as the article explains:
The primary beneficiaries of these trends are services partners specializing in Exchange and custom applications. Migrations also create opportunities for Microsoft ISVs offering off-the-shelf applications that could replace Lotus applications in areas such as customer relationship management or sales force automation. ... For the application migration side, though, there's no magic bullet. Many tools can be helpful, but none is foolproof. The secret is having a team of experts, which is why the application migration presents the highest potential for services revenue.
It's also good to see this acknowledgement of the Microsoft playbook, with the only three reasons I ever see for a company to consider a Notes migration --
"One is change in IT management, two is user pressure to get onto Microsoft as a standard, and [third is following] mergers and acquisitions, where they own both technologies and [decide] to standardize on Microsoft."
Again, we see no real business drivers, with the exception of #3 -- which goes both ways.

Last, we need to take a look at the selling points:

Image:Redmond Channel Partner Online: Close the Deal on Lotus Migrations


Here we have several examples of the "say it enough times, it must be true" school of marketing.  The bullet about enterprise search actually makes me laugh -- it destroys the credibility of the author in one single statement.  And of course the bullet about IBM "wants clients to move off the old Notes platform" was never true -- even while the Workplace products were receiving significant attention, we were on the "dual lane highway", continuing to invest in Notes/Domino. Notes 8 was announced almost two years ago, but MS is still sowing the seeds of FUD.  

I'm bummed about this article, but consider the source.  And the reality, in the desperation we see playing out from the MS side right now, is that they see the window of opportunity closing.  In their fiscal Q4, it's no wonder.  With Notes/Domino 8, Quickr, Connections all shipping in the next few months, the IBM story will be better than ever, more open, and more about business value.  Those seem like very good reasons an IT organization should continue to look to IBM.  Perhaps this article should have been titled, "Close the book on Lotus migrations".

Link: Redmond Channel Partner Online: Close the Deal on Lotus Migrations >

Ed Brill | Highland Park, IL USA Category:  Microsoft  Add/View Comments [26]

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  1. 1  Mike  | 5/23/2007 9:37:15 AM

    Is this article the textbook definition of FUD?

    Mike

  1. 2  Hynek Kobelka http://www.pylonware.com | 5/23/2007 9:57:58 AM

    I hope that you are right with the "window of opportunity is closing".

    And i also hope that these numbers are wrong:

    ... According to Forrester numbers released last year, IBM had sold 125 million seats of Lotus Notes/Domino and Microsoft had sold 154 million seats of Exchange Server. "Between February 2004 and March 2006, IBM sold about 15 million seats of Notes/Domino; during this same period, Microsoft sold an estimated 34 million seats of Exchange," Driver's report stated.

    Those trends look likely to continue. Says Radicati of her own firm's forecasting: "Notes [is] declining steadily; you can assume that about 80 percent of those seats are moving over to Exchange." ...

    Ok, we all know about the double digit growths in the last 8 quartals (and thats great). But do you have any information about how Exchange was sold during that time, which you could share ?

    Moreover i would like to kwnow if IBM/Lotus is intending to create a bundle for all the mentioned products (Notes, Quickr, SameTime, Connections)

    The most important features of such a bunde would be:

    - all these applications could run on one singe machine (in such a case it would be acceptable that 4-6 GB RAM are minimum requirements)

    - a singe, relative simple installation routine

    - a bundeled licence option (like you are doing now for Notes+Sametime)

    - a public available trial (one download)

    If you managed to do this, then i guess that this would be a kick-ass application package offering so much value for any company. (Even for VSMBs :-))

  1. 3  Ed Brill http://www.edbrill.com | 5/23/2007 10:10:02 AM

    @2 it's hard to comment on Exchange sales, since MS doesn't break out per-product financials, and they also don't report sales that are shelfware in Core CALs vs. actual deployment targets.

    Also, as for a bundle with all products...if one is done, it probably would be a license bundle vs. a single install/machine/download. I understand that there is still a desire for a MS Small Business Server type of competitor, and IBMers are listening to that feedback.

  1. 4  Mike Robinson http://www.invcs.com | 5/23/2007 10:43:38 AM

    Ed, out of curiosity, when a company migrates mail to Exchange/Outlook but keeps the apps for Lotus, *technically* Lotus maintains the seat (whether it's mail or apps, a seat is a seat). Obviously it's not a complete migration off the Domino/Notes platform. They may not need as many mail servers as apps server but Lotus can still claim the per user seat?

  1. 5  Doug Bruce http://www.welldynamics.com | 5/23/2007 11:33:41 AM

    @2 whilst you can, in theory, put sametime & quickplace on the same system - in practice the performance is lackluster on Windows, probably due to the 4GB memory limitation. Those HTTP apps are definately happier with 2GB of memory each.

    This might be different with an all Linux solution. I for one will be attempting this as soon as QuickR launches since it is supposed to support Linux.

  1. 6  Mika Heinonen http://siipi.com/mika | 5/23/2007 11:36:17 AM

    I had a quick look yesterday at the IBM Quickr demo, and it seems it can do exactly what SharePoint does, plus much more, and in a much more professional and easier way.

    For example it integrates directly into the operating system, and you can see the Shared Quickr folder and files in your network environment (also in Windows Explorer). It also integrates into Microsoft Office's context menus. In SharePoint you need to have a seperate web site opened, however it does also integrate into Microsoft Office menus, but not as well as IBM Quickr.

    This is of course just one small feature of Quickr, but it's a quite impressive and useful one. I will check further into Quickr, especially about the customization and programmability possibilies of Quickr, as those seemed also very difficult in SharePoint (you had to write extensions (widgets?) with C++ or C#).

    So it seems that Microsoft SharePoint is dead, as IBM Quickr will apprently replace it, and improve it's functionality a lot.

  1. 7  Craig Wiseman http://www.wiseman.la/cpw | 5/23/2007 11:46:53 AM

    @6 - In general you're correct. We do need to see the actual product ship and fully understand the differences and implication of the two separate code streams (Quickr-Domino & Quickr-Portal).

  1. 8  John Head http://www.johndavidhead.com | 5/23/2007 12:59:18 PM

    @6 This has never been about functionality (even though the current SharePoint is a great solution) ... it has always been about what you can sell and how it is sold. Microsoft is very good at painting a picture of everything working together. Office, Windows, Sharepoint, Dynamics, CRM. The issues come up with maintaining it, upgrading it, and so forth. Just because Quickr might "can do exactly what SharePoint does, plus much more, and in a much more professional and easier way" does not make it any less of a threat. IBM knows this.

  1. 9  JYR  | 5/23/2007 1:35:36 PM

    @8, your right. MS is very good in "Sound and Light Show". It works with decision makers. I must admit that they are better than IBM, at least from what i've seen over the years, not only in my part of the world.

    So , an old debate once again:

    Converting From Notes to .NET, According To Microsoft

    · Retire - the application functionality is no longer needed.

    · Replace – off-the-shelf applications perform this function.

    · Connect – keep the current application.

    · Convert – redesign and implement the application.

    { Link }

    JYR

  1. 10  Kevin Mort  | 5/23/2007 3:29:49 PM

    @2&5 The single box concept is right in line with the value of a System i solution. I am confident I could set up a box with all of that installed on one system, under one OS instance without an issue, using Domino partitioning (which actually works with the companion apps like QuickPlace & Sametime today, unlike Windows).

    Use it on a new 515 and the price looks great compared to multiple servers.

    K.

  1. 11  Ian Randall  | 5/23/2007 11:43:38 PM

    With the forthcoming releases of Quickr, Connections & Notes 8, it seems to me to be a perfect opportunity for IBM/Lotus to put together some real "kick-ass" bundles to turn the tide of battle.

    For example an entry-level, mid-size and corporate-level packages of hardware, software and services that would put the blow-tourch back onto Microsoft.

    All the bundles could have Domino for Directory services and eMail and as a base collaborative platform, Quickr with some out of the box freebies to compete with the SharePoint free templates, Sametime, as well as Connections for collaboration with suppliers, customers and partners. (Even the smallest SME has external stakeholders). Say incorporating a bundled of licences for up to 30 authenticated external stakeholders and a similar number of internal CALS included in the package.

    The mid size package could have the option of integration with Active Directory and SSO for everything with the Tivoli Directory Integrator bundle (already announced in Notes 8), as well as the existing SAP integration with some additional integration services bundled in. The user licences could be for unlimited CALS on the one server (subject to performance guidelines & recommendations).

    The High end package could have all of the above, but a larger (internal user) CAL licence bundle, as well as larger external stakeholder CAL bundle and a higher allowance for integration service.

    The platform system options could be an iSeries, LINUX or Windows system platforms. With IBM/Lotus providing performance benchmarks for the package.

    If you wanted to get really aggressive, you could also bundle a switch-back/from Exchange to Lotus Notes incentive that was really, really aggressive as well as some additional bundled migration services.

    Sometimes the only way to deal with an aggressive bully in the playground is to quickly turn around and punch them straight in the Nose. It's time for IBM/Lotus to come out fighting.

  1. 12  Adam Brown http://www.isw.com.au/brownblog | 5/24/2007 12:54:09 AM

    Well if it makes you feel any better Ed I just closed a deal with an Australian Public listed company to migrate off Exchange and Outlook and go with Notes/Domino, Lotus Document Manager, Lotus Learning Management System, and Workplace Forms! They were a fully paid up Microsoft customer however they have chosen to move to IBM due to the ability to collaboration capabilities of IBM's products.

    So migrations do go both ways:)

  1. 13  Ed Brill http://www.edbrill.com | 5/24/2007 7:40:58 AM

    @12 You rock :-) It's always good for the community to hear about wins like this...

    @11 Good ideas. Can't let the bully know when a sucker punch is coming, though :-)

  1. 14  Darren http://www.dadams.co.uk | 5/24/2007 10:19:05 AM

    @2 - let's say for the sake of argument that Microsoft have sold more seats in the past few years. Doesn't sound like an unreasonable assumption. What I'd like is for people to consider this... have Microsoft sold more seats because they have a better solution, or because they're Microsoft and have greater mindshare?

  1. 15  Henry Bestritsky  | 5/24/2007 2:34:19 PM

    @14 - Let's assume that Microsoft does have greater mindshare. What do you propose the IBM marketing folks do about this? So far their marketing machine primarily focused on the IBM brand instead of the individual parts. Granted, they consistantly do product specific print ads and once in a while you do see a bunch of people stuffed into a cubicle which represent Lotus Notes. I guess my analogy is.. should GM advertise the Corvette as a sexy fast car that can get you dates, or should GM advertise the fact that GM is getting more reliable as a brand hoping that customers by all of their cars? The obvious answer is a balance. Do you think IBM has that balance specifically around Lotus Notes?

    Another point of view is should we even care? IBM is a public company with a huge marketing budget and I am sure they know what they are doing. I used to bitch about lack of marketing around Lotus Notes and god knows I beat that dead horse into the ground. The bottom line is that IBM is creating wealth for it's shareholders. That I guess is good enough for me.

  1. 16  Ed Brill http://www.edbrill.com | 5/24/2007 3:08:29 PM

    @15 Henry, I think we've discussed several times here the challenges that IBM has around end-user messages. I, and many of my peers, have seen you beat that horse but it's not dead.

  1. 17  Mika Heinonen http://siipi.com/mika | 5/24/2007 4:41:56 PM

    The problem with marketing is that LIES are more powerful and attractive than honest facts. Microsoft has noticed this and taken shamelessly all benefits out of it, while IBM seems to be relying on somekind of code of conduct and respecting people.

    I wouldn't say IBM should change their strategy, but that people should be made more aware of Microsoft's strategy.

    I just listened to the Windows XP intro which comes with Windows XP yesterday, can I call BINGO in the BS game?

  1. 18  Keith Brooks http://kbmsg.blogspot.com | 5/24/2007 8:03:54 PM

    One itemof the reasons why to move strikes me as interesting, the offshore/outsourcing. My experience validates this immensely. Maybe now there are some more countries with better Lotus knowledge, but so far I have not been impressed based on the outsourcing companies I met. Great to follow guidelines, even if it causes major crashes.

  1. 19  Nathan T. Freeman http://nathan.lotus911.com | 5/25/2007 6:31:22 AM

    "should GM advertise the Corvette as a sexy fast car that can get you dates"

    -- [Insert snarky comment about the kinds of dates you get with a 2008 'Vette] ;-)

  1. 20  Henry Bestritsky  | 5/25/2007 10:21:45 AM

    @19 - LOL - You are correct, that was a bit on an uneducated comment. The last GM car that I owned was my dad's 1979 Monte Carlo and yes, I did get dates with that car :-)

    @16 - Please don't be offended when I say this that I have heard that comment over and over again. Honestly, I did have a spark of hope once when Surjit said a few years ago at Lotusphere .. "We are not going to take this BS anymore", but then it quickly faded when I realized it was nothing but hot air.

    Having said this, I honestly believe that your enthusiasm about the new release is genuine and I hope it transcends across the rest of your team. I don't think you can afford anymore comments like .. "We are putting more money in" or "We are aware and working on the issue" or my favorite one.. "We are taking out a full page in WSJ so that means we are serious". The proof is in the pudding.

  1. 21  Rob Toro  | 5/25/2007 4:32:46 PM

    IMHO, this is the last chance for Notes - 8.0

    If 8.0 doesn't deliver a user experience close to Outlook 2007 they might as well call it a day.

    I've used both Notes 6&7 and Outlook 2000,2003,& 2007 for real day-to-day business over the last 10 years - there is no question that the Outlook experience is at least two revisions better than Notes right now.

    I'm not talking Exchange or Domino because I believe that the client experience drives the server platform choice, not vice-versa.

    A straw poll of our users (all engineers/consultants) who all are subject to daily Notes 7.x usage reveals that 1 in 10 actually prefer Notes over Outlook. Now consider that we have a large Notes development staff and you'll see the challenge that Notes 8.0 must overcome to win back 'mindshare'.

  1. 22  Charles Robinson http://cubert-codepoet.blogspot.com | 5/26/2007 7:46:05 AM

    @21 - I just started using Outlook 2003 after having used Notes for a very long time and I'm not impressed at all. I don't see how anyone can complain about Notes' toolbars after being subjected to the onslaught from Outlook, or Notes' menus being convoluted after spending hours digging through Outlook to find settings. I'm sure I'll eventually get accustomed to Outlook, but I don't think I'll ever find it more functional than Notes.

  1. 23  Mike Robinson http://www.invcs.com | 5/28/2007 8:23:01 AM

    @22, one of the biggest complaints I've heard from Notes users who now use Outlook is there's no darn "All Documents" view/folder. So you have to scour through each folder to find a piece of mail.

  1. 24  Craig Wiseman http://www.wiseman.la/cpw | 5/28/2007 7:34:09 PM

    @23 - Yep, and what kind of self-respecting program would have a #@$#*& Sent folder that doesn't contain all your ->sent<- email?

  1. 25  brent whitfield http://www.dcgla.com | 5/31/2007 6:27:14 PM

    Ed - It seems ibm decided at to "unbundle" the activity server from the R8 Server build. (let me know if I am wrong about this) The value proposition is very high on this piece and I can see why IBM would want to sell it as a stand alone product. I would, however, argue that including it in the R8/Quickr "bundle" would help turn the tide. IBM should consider including it to make the R8 package irresistable.

  1. 26  Jenny Thomas http://movebundle.info/ | 2/10/2011 2:28:31 PM

    Maybe you are right with the "window of opportunity is closing".

    But I think the IBM Quickr demo, can do the same what SharePoint does...

    What's do you think?