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Analyst Firm Names IBM Industry Leader in Partner Programs for Second Straight Year

ARMONK, NY - : Analyst firm IDC has named IBM an industry leader for independent software vendor (ISV) programs across the areas of marketing, technical, and sales support. The independent report acknowledges IBM's efforts to build a strong partner community and its ongoing investment to develop these programs.

IDC's "Worldwide Top 10 ISV Partner Programs 2006 Vendor Analysis: Enabling ISV Partners for Success" (#204272, Nov 2006) analyzed the offerings of the industry's leading ISV partner programs across three areas that are most important to ISVs -- marketing, technical, and sales support. From this analysis, the report found that IBM achieved the highest overall score, followed by Microsoft, SAP, Oracle and HP. According to the report, "This is a reflection of the breadth of IBM's offerings for ISVs across the categories and subcategories that are most important to ISVs." IBM also received a high score in three subcategories: marketing tools, technical tools, and product certification.

IBM, with its worldwide network of business partners, venture capital firms, developers, universities, sales experts, research labs and innovation centers, provides partners with a foundation it can tap into as they look to increase revenue by embracing open standards and expanding beyond their existing geographic and vertical markets. One major differentiator is IBM's unique ability to use its existing global network of business partners and sales experts to enable ISVs to jointly identify and close new business opportunities, regardless of the clients' location.

"ISV partner programs play an increasingly important role to help technology vendors expand market share and increase customer value," said Stephen Graham, Group Vice President, IDC. "IBM is widely regarded for its ISV partner programs, and the IDC assessment re-affirms the company's industry position."

"By joining IBM's ecosystem, our partners gain access to an elite pool of research, technical, marketing and sales resources to help them deliver powerful solutions built on open technologies," said Steve Mills, senior vice president, IBM Software Group. "By tightly linking our ISVs into IBM's global network of business partners, sales experts and research and development know-how, we've proven we can jointly deliver higher-value solutions to our clients."

Highlights include:

* IBM has over 3,000 ISV firms who have enabled solutions on both its middleware and hardware.
* PartnerWorld members, including ISVs, are encouraged to leverage PW Industry Networks, which offers access to technical, sales, and marketing resources to enable them on IBM middleware and hardware. PartnerWorld Industry Networks aligns with IBM's knowledge of 15 key industries across both large and SMB markets and provides a platform for ISVs to form relationships with other IBM partners.
* The PartnerWorld Industry Networks also offer integration with key technology initiatives, providing additional support and benefits for companies building solutions on Linux or in a software as a service model. Solution specialization was introduced in 2006 to provide ISVs with technical road maps for building applications in these identified areas. So far, IBM has introduced the Service-Oriented Architecture (SOA) Specialty and plans to launch others.
* IBM's PartnerPlan, an online tool for creating a joint business plan with all ISVs, including business and revenue objectives, the tactics required to achieve them, and any available funding through program membership. It focuses specifically on organizing quarterly activity that optimizes the ISVs' use of program benefits.
* IBM Sales Connections is a service available to Advanced and Premier ISVs to connect with IBM sales personnel or partners worldwide for closing qualified sales opportunities. ISVs enter their opportunity into Sales Connections online, are contacted within three business days for validation, and are then connected with the appropriate sales IBM reps or partners.
* IBM's alphaWorks portal provides access to new and emerging software technology from IBM research and development labs around the world. These technologies are showcased at early stages of development and provide developers with a forum to collaborate with IBM developers/engineers. All ISVs can download and license these technologies.
* ISVs can remotely access IBM products over VPN through the IBM Virtual Loaner Program, and there are approximately 1,000 tutorials available through developerWorks that cover topics from preparation for certification tests to learning how to migrate skills and take advantage of new technologies.
* Developer assistance is available to all ISVs in the development cycle with IBM middleware and System i, p, and z operating systems and technologies. This cross-platform support provides coverage for application development projects and includes assistance identifying software problems on development systems, their causes, and suggested resolution recommendations.

ISVs around the world are supportive of the IDC report:

"IBM provides a good platform that's well-integrated and standards-based," said Harry Debes, president and CEO, Lawson Software. "That helps us simplify our solution and offer industry-leading total cost of ownership."

"CommercialWare values the quality and commitment our partnership with IBM brings to our customers," said Laura Naylor, vice president, Marketing & Business Development, CommercialWare. "The unmatched benefits and support we receive through IBM PartnerWorld are a big advantage for a growing independent software vendor like us. By leveraging IBM's sales and marketing initiatives, CommercialWare is able to keep our customers at the leading edge of technology, enabling them to remain competitive in the fast-changing world of retail."

The IDC report caps off a landmark year for IBM's ISV and Developer Relations organization. In addition to IDC naming IBM an industry leader in partner programs for the second straight year, IBM compiled the following achievements:

* More than 10,000 ISVs participate in IBM PartnerWorld Industry Networks in 160 countries.
* There has been a more than 140 percent year-to-year increase in PartnerWorld Industry Networks participation in Asia-Pacific.
* 2,500 Business Partners have joined the IBM SOA community, and according to a recent report, IBM has a 46 percent share of the SOA market.
* Software as Services is a growth area, with over 75 percent year-to-year growth in new partners recruited.
* IBM is partnering with more than 1,200 ISVs and system integrators in China, a four-fold increase since 2003. Total revenue influenced by ISVs in China has more than doubled since 2003.
* Today, 80% of our partners in China are supporting IBM's open technologies running on Linux.
* To date, nearly 3,000 ISVs have Linux solutions on IBM.
* In the first three quarters of 2006 alone, IBM Business Partners entered approximately 1,300 unique deals in IBM Sales Connections and closed millions of dollars in sales.
* Nearly 3,000 Business Partners worldwide have their solutions listed in the Business Partner Application Showcase.
* The travel and transportation industry was introduced in June 2006, for a total of 15 supported PartnerWorld Industry Networks industries. The new industry joins the list that already includes: automotive, banking, education & learning, energy & utilities, electronics, fabrication & assembly, financial markets, government, healthcare & life sciences, insurance, media & entertainment, retail, telecommunications, and wholesale.
* IBM opened two new worldwide IBM Innovation Centers (IICs) in Barcelona and Kuala Lumpur. The 33 IICs along with the Virtual Innovation Center provide round the clock support to ISVs porting to and enabling on IBM hardware and middleware technologies.
* Through developerWorks, IBM's 5.6 million member developer community, IBM has built a thriving interactive community of developers around the world. The developerWorks community continues to grow at an unprecedented rate, receiving over 2.8 million unique visitors to the site in November alone.
* IBM is working with more than 1,900 institutions, 11,000 faculty members and 450,000 students to build technology and science skills through the IBM Academic Initiative, a 2-year old program designed to better educate millions of students for a more competitive information technology (IT) workforce.

Miércoles, 13 Diciembre, 2006 - 12:12
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