IBM Corp in France has created a Unix systems division to try and fulfil its aim of becoming market leader by 1994 and, in particular, to focus on high-margin software and services. The operation has 100 staff to deal with sales and technical support. IBM is tying itself strongly to Unix, said director of the new division Jean-Louis Descharreaux. It is clear that there is a place for Unix in the information systems architectures of all our customers, so we intend to accelerate our activity in this market. He said that in 1992, IBM France generated approximately $175m of turnover from its RS/6000s and related software and services. Although he had no figures for 1992 Unix sales worldwide, he did note that France normally comprises 16% of European Unix revenues. While 1992 volume sales of Unix computers in France grew between 30% and 35%, turnover from this sector only increased between 0% and 3%. Descharreaux said the trends that characterise the personal computer industry – growth of unit sales, but flat revenues and diminished profits – are beginning to show in the Unix market too. As a result, he said, Unix software and services will increasingly generate higher profits and growth. In fact, he said, one of the reasons IBM France decided to set up the new division was to cater for software partners and other customers. Descharreaux expects first half 1993 turnover in France to be terrible, due to the constricted investment climate, adding, Don’t forget there have been eight consecutive quarters of decline in investment in France. He anticipates that Unix system revenues will be similar to 1992.
