Triangle implemented a solution that included approximately 100 Network Stations connected to Netfinity servers through an ATM connection. Microsoft and Citrix products also formed part of the solution. Triangle sells many PCs as well as thin clients. The PC has a key role to play on the desktop, but many solutions require a cost effective, easily maintained desktop product that does not need massive stand-alone processing or storage capabilities. When the requirement is for routine office-oriented applications, that makes the IBM Network Station the workstation of choice.
Triangle sees thin-client computing in both defensive and offensive perspectives.
Many customers are searching for an alternative to large, complex networks of PCs, according to Sheppard, and IBM Business Partners cannot afford to have their customer base eroded by competitors proposing solutions based on thin client technology that may not include IBM products. The Network Stations lets Triangle play defense. Opening new opportunities Taking the offense, Triangle aggressively promotes solutions that include thin clients because they open up opportunities for profitable new business. In addition, we realize good services revenue by designing, installing and supporting the solutions. Their approach is to take the best of IBM and supporting hardware and software technologies, together with strong technical expertise, and sell them to their customers only when they are convinced they have the correct solution.