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IBM Announces PartnerWorld to Extend e-business Leadership to IBM Business Partners


WHITE PLAINS, N.Y - 24 May 1999: . . . IBM today announced IBM PartnerWorld (TM), a marketing and enablement program designed to create new revenue and market opportunities for IBM's Business Partners and provide customers with e-business solutions including products, services, technologies and financing.

PartnerWorld will make it easier for Business Partners to work with IBM by establishing a common design for the sales and marketing support, incentives, education and technical support that enable the selling of IBM solutions, including those that address the needs of the $600 billion e-business marketplace. PartnerWorld will be implemented globally through the creation of:

Through the program, Business Partners will be better able to benefit from IBM's extensive e-business marketing campaigns. Benefits will be structured to recognize those Business Partners who invest more in support of IBM's offerings based on the tiered structure. The phased implementation of PartnerWorld has already begun and will continue into next year.

PartnerWorld will integrate more than 50 different existing programs for Business Partners within IBM, while maintaining the unique strengths targeted for different kinds of Business Partners. This evolution will make it easier for Business Partners to work with IBM, as many of the existing programs have individual program structures, qualification criteria, terms and conditions; and are supported by numerous Web sites with different registration processes. The existing IBM Business Partner agreements that authorize companies to sell and influence the sale of IBM products and services remain in place.

"When the marketplace tended to focus on single technologies and buying and selling piece parts, these individual Business Partner programs were the best and quickest way to get our offerings to the marketplace," said Ian Bonner, vice president, Marketing, IBM Global Business Partners. "With the evolution to a solutions focus led by IBM and our leadership in e-business, we must integrate our programs to make it easier for our Business Partners to deliver new offerings like e-commerce and ERP and bring greater value to our customers."

PartnerWorld will feature the flexibility to customize the program to meet a Business Partner's individual business model while leveraging the best features of existing programs that support IBM's entire product and service portfolio. Over time Business Partners will be supported by up to four tracks based on their business model and how they conduct their business with IBM.

Three tracks of the program support IBM technologies: personal computers and related products; software products from IBM, Lotus, Tivoli and Corepoint Technologies; and servers, networking, storage, and point-of-sale products. The fourth track supports developers, including Independent Software Vendor (ISVs), who create, market and sell their application software and services to address customers' business issues. Services will be integrated into each of the tracks. While many current Business Partner programs focus on a single brand, through these new tracks Business Partners will get easier and more consistent support for the entire portfolio of IBM products, services and financing to better address the revenue opportunity of customers looking for e-business solutions.

IBM has made several recent announcements that support the structure of PartnerWorld. These include an initiative for Internet Service Providers, which is focused on one of the fastest growing segments of the IT industry; an initiative to deliver Corepoint (TM) solutions for Customer Relationship Management; an initiative for selling IBM hardware, software and financing solutions packaged to meet the needs of small business; and a campaign for selling new e-commerce solutions that integrate IBM products and services. Recently announced offerings available through Business Partners include the Solutions Specialty for Enterprise Resource Planning and IBM net.commerce StartNow, a turnkey solution for enabling smaller businesses to conduct business over the Web.

"IBM expects that by 2002 customers will spend $600 billion on e-business technologies, services and solutions. IBM's 45,000 Business Partner companies are key to developing these solutions and delivering them to the marketplace," Bonner said. "We are committed to making it easier for our Business Partners to expand their revenue opportunities by making it easier to deliver e-business solutions that include IBM hardware, software, services and financing along with their offerings."

Future enhancements to the program that will be announced throughout 1999 and into 2000 include:

For more information on IBM Business Partners and this announcement visit the IBM Home Page at http://www.ibm.com/partnerinfo.

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IBM is a registered trademark, and PartnerWorld is a trademark of IBM Corp. in the US, other countries or both.

Corepoint is a trademark of Corepoint Technologies in the US, other countries, or both.

Contact(s) information

Andrea Minoff
IBM
914-642-3223
aminoff@us.ibm.com

Steve Malkiewicz
IBM
914-642-3615
smalkiew@us.ibm.com

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Business partners
Business partner information including strategic alliances
Services and solutions
Software
Information Management, Lotus, Tivoli, Rational, WebSphere, Open standards, open source