Data General appoints federal managers (Part 2)

Data General Corp. last week announced the appointment of James D. Bruning as general manager of the company's federal division.

Bruning joins Data General from Amdahl Corp. where he managed the company's federal operations and most recently served as director of worldwide channel operations. Bruning succeeds Paul Loucas who remains at Data General as manager of the company's channels division.

Bruning said he joined Data General in light of the company's Microsoft Corp. Windows NT server strategy and growth prospects. He noted the company recently enjoyed its highest quarterly revenue ever with revenue of $389 million for its March-ended second quarter. Data General's Aviion line of Intel Corp.-based servers most of which run Windows NT has become a major growth area for the company Data General executives said.

"In terms of federal we are concentrating on Intel/NT and the appetite the government has for that technology " Bruning said. "That's the real growth path for us in the federal area."

Data General's Aviion server line spans one to 32 Pentium Pro processors. The company's newly released 32-way Aviion 20000 is the only server not currently running NT but Data General is testing NT on high-end systems in its laboratory according to Steve Aucoin director of product marketing at Data General.Data General's other product standout is its Clariion storage systems which Bruning said has great appeal among federal users. The company recently launched the Clariion FC 5000 series which is based on high-speed fibre channel technology. Together Clariion and Aviion represent 90 percent of Data General's product revenue a company spokesman said.

Product Buoyancy

Buoyed by these products Data General expects to increase its federal revenue from its current level of less than $50 million to the "$100 million range" within several years according to Bruning. To achieve this the company is placing greater emphasis on General Services Administration schedule sales and is focusing its 50-member direct federal sales force on large opportunities and such contract vehicles as the Air Force's Integration for Command Control Communications Computers and Intelligence program. Bruning also plans to pursue "the solutions side of the business." He said the company is interested in marketing its servers with software products targeting specific solutions.

Cybershield Takes Off

The company for example last year launched Cybershield an Internet security product consisting of Data General's Aviion server and BDM International Inc.'s Cybershield Secure Internet Software.

Bruning termed Cybershield a "repeatable solution" and said he hopes to form alliances to offer additional solutions in the federal market. "Data General is very much interested in looking at all business opportunities that make sense for the company " he said.

Data General also will pursue such federal niches as imaging the Year 2000 computing problem and health care.

In health care Data General already supplies Cordant Inc. on its Defense Medical Systems Support Center Automation Support Hardware contract. Bruning said the company is interested in the Pentagon's Support Hardware and Automated Related Products procurement.

Bruning said Data General's business has been predominantly in the Defense Department and intelligence community. The company for example supplies high-end servers for telemetry applications at such locations as Edwards Air Force Base Calif. But the company also does business in the civilian sector with such agencies as the Labor State and Justice departments. Bruning said he is "looking to grow on the civilian side" while maintaining an emphasis on DOD business.

Another focus for Bruning is managing the company's indirect channels. In the federal space Data General markets through such resellers as Data Systems Marketing Corp. Upper Marlboro Md. and Global-Insync Inc. Springfield Va. The company also works with integrators including BDM Cordant Federal Data Corp. Sysorex Information Systems Inc. and Telos Corp.

Marc Newman inside salesman at Data Systems Marketing said Data General is the company's preferred server platform. He said the company gets better support from Data General than it does from competing server vendors.

Bruning said his aim is to make sure Data General covers as broad a federal base as possible with its channel partners while avoiding duplication of effort. "My issue is making sure we have the right channel operating for the particular opportunity " he said.


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