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From the News Desk
Wednesday, 30. August 2006
IBM’s Mid-Market ISV Strategy Pays Off
"IBM has come a long way in a short time with its mid-market initiatives," said Laurie McCabe, Vice President for SMB Insights & Solutions. IBM Corp’s commitment to Independent Software Vendors (ISVs) has helped the Big Blue strengthen its presence in the midsize business sector. It has also boosted IBM’s joint sales revenues with mid-market ISV partners to the USD 1 billion mark worldwide, says a new report from AMI.
Since unveiling its SMB market strategy in 2002, IBM has been recruiting, enabling, and going to market with ISV partners worldwide to foster mutual success in the midsize business sector. Vowing not to compete with ISVs in the business solutions space, IBM has chosen to collaborate with horizontal and industry-specific ISVs that focus on the mid-market. IBM has designed its mid-market ISV initiatives to recruit, assist, and reward partners that build solutions on top of IBM hardware and middleware, or in conjunction with IBM services. In return, these ISVs ’sell through‘ Big Blue content, embedded in their solutions, to end-user customers.
"IBM still has room for improvement. IBM continues to build on and differentiate its open source and Software as a Service (SaaS) initiatives for the ISV community, and deliver broad-based joint demand generation programs, which are vital to fueling market demand for joint IBM-ISV solutions", said Laurie McCabe.
IBM’s mid-market ISV strategy includes:
Since unveiling its SMB market strategy in 2002, IBM has been recruiting, enabling, and going to market with ISV partners worldwide to foster mutual success in the midsize business sector. Vowing not to compete with ISVs in the business solutions space, IBM has chosen to collaborate with horizontal and industry-specific ISVs that focus on the mid-market. IBM has designed its mid-market ISV initiatives to recruit, assist, and reward partners that build solutions on top of IBM hardware and middleware, or in conjunction with IBM services. In return, these ISVs ’sell through‘ Big Blue content, embedded in their solutions, to end-user customers.
"IBM still has room for improvement. IBM continues to build on and differentiate its open source and Software as a Service (SaaS) initiatives for the ISV community, and deliver broad-based joint demand generation programs, which are vital to fueling market demand for joint IBM-ISV solutions", said Laurie McCabe.
IBM’s mid-market ISV strategy includes:
- Profile of medium business customers, and discussion of key drivers and inhibitors for solutions adoption
- Overview of IBM PartnerWorld programs geared towards mid-market ISVs
- How IBM’s PartnerWorld for Industry Networks supports about 4,500 mid-market focused ISVs in the medium business market
- IBM’s progress to date in recruiting mid-market ISVs to IBM technologies via the 'ISV Advantage Program'
- The growth of IBM’s Application Enablement Program (AEP), which helps developers create services-driven hosted and SaaS solutions, to over 100 partners
