Mainframe customers haven't always had much leverage to negotiate with Big Blue, but now may be the perfect time to strike a new contract with IBM.
The economy and other factors have cut into IBM mainframe hardware revenue, and IBM's sales team may be feeling some anxiety. IBM System z mainframe revenue decreased 26% year-over-year in the third quarter, and dropped 39% in the second quarter. Gartner's Mike Chuba says, "Right now, chances are your typical IBM [salesperson] is in serious danger of not making quota. They're looking to make whatever revenue they can this year. You're in good shape for negotiation."