Churchill Downs, Inc. (CDI), the owner and operator of the Kentucky Derby, has deployed Gateway servers and other hardware at its corporate headquarters and racetracks. The three-year deal brings Gateway server, notebook, and desktop systems to CDI's recently renovated Churchill Downs racetrack in Louisville, Ky., as well as the Fair Grounds Race Course in New Orleans, the company's most recent acquisition.
Gateway has stocked CDI with a full suite of products to meet the demands of the organization, including Gateway 975 and 995 rack-mount servers, Gateway M275 tablet PCs, Gateway M460, and M680 notebooks, and Gateway E-Series desktops.
"Gateway's customer service capabilities, combined with the ability of the Gateway servers to support our additional of complex customer relationship management [CRM] applications were primary drivers in our decision to select Gateway," says Jay Rollins, vice president of IT at CDI.
Pipping Dell at the Post
Prior to this agreement, CDI used Dell equipment. Dell Servers, PCs, and notebooks remain but will be replaced with Gateway hardware as they reach end of life. Rollins reports no major problems with Dell. The company bought the equipment and was happy with it, but when the time came to upgrade the entire IT infrastructure to harness more advanced customer-focused applications, CDI realized it needed greater vendor involvement in terms of deployment and maintenance.
"We were looking for a partner with CRM experience that could offer us standardized hardware," says Rollins. "The bid from Gateway was the best in terms of CPU price-performance, and this has turned out to be an excellent partnership."
The two companies signed a co-marketing agreement that gives each side room to expand its reach. Gateway, for example, had a big presence at the track during the 131st running of the Kentucky Derby, which took place on May 7. About 250,000 guests passed through Churchill Downs that weekend. Gateway also used the sponsorship to hold employee contests with Derby-related give-aways.
"Gateway's customer service capabilities, combined with the ability of the Gateway servers to support our additional of complex customer relationship management [CRM] applications were primary drivers in our decision to select Gateway." Jay Rollins, vice president of IT, CDI
Prior to the implementation, CDI didn't have many servers. It purchased a total of 19 servers from Gateway. Nine of these are 2-way Gateway 975's used for CRM. They are 2U general-purpose Intel Xeon dual-processor 3.2 GHz machines. Two more Gateway 995's are also used for CRM functions. They are 4U models with Xeon MP 3.0 GHz processors. For general-purpose IT operations, such as mail servers, domain servers, and Web servers, the company purchased an additional eight servers. These are a combination of older Gateway 975's and the newer Gateway 9515 4-way rack servers with dual Xeon processors.
Speed of deployment, says Rollins, was another important factor in the decision. The contract was signed a few weeks before the Derby, and CDI wanted the sophisticated CRM systems to be operational on race day.
"We told Gateway to ship the servers the day we signed on the dotted line," says Rollins. "We received all servers and equipment within a week and half."
Only a few of the servers were sent to Churchill Downs itself, however. The racetrack hosts some development servers and the eight IT operational servers mentioned above. As the company keeps its in-house IT staff at a moderate level, it uses EDS to host its CRM servers at a data center in Orlando, Fla. These machines host data marts, data warehouses, and online analytical processing (OLAP) databases, as well as running analytics software, campaign management tools from Epiphany of San Mateo, Calif., and various e-mail marketing tools.
"We don't have the IT infrastructure in place to host advanced software onsite," says Rollins. "For us, it would have been like changing the tire on a moving car. So we opted for the hosted route."