IBM Brings Business Partners Into on Demand Fold at Annual Conference

Company Invests $100 Million in New Initiatives to Help Business Partners Transform Customers Into e-Businesses on Demand

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NEW ORLEANS, LA - 17 Feb 2003: IBM announced today new initiatives designed to enable its network of 90,000 Business Partners to deliver e-business on demand solutions to customers of all sizes. The initiatives, part of a $100 million investment by IBM in Business Partner sales and marketing enablement, includes new training, sales tools, solutions enablement and 26 offerings Business Partners can sell today.

IBM Business Partners will play a critical role in the company's plans to help customers integrate business processes with technology to become on demand businesses -- more responsive to customer needs, resilient to marketplace demands, and flexible to competitive threats.

"IBM's vision for the on demand era represents a significant business opportunity for all of our Business Partners -- ISVs, resellers and consultants and integrators," said Michael Borman, general manager of Global Business Partners, IBM. "Only IBM and its Business Partners can deliver the open hardware and software solutions and the consulting and implementation services needed to help customers thrive in an on demand world."

A natural extension of what IBM and its Business Partners provide today, the on demand opportunity for Business Partners is focused on helping companies establish a roadmap for business transformation, and then build and design the processes and open IT environment to support it.

"Over the past several years, our customers have continued to demand that we, as solution providers, become better at managing and delivering end-to-end solutions. Customers want business partners that have the ability to marry several different technology areas such as hardware, database, middleware and e-enablement, to deliver a total solution," said Vince DeRose, president of Denver, CO-based Peak Resources. "As an IBM Premier Business Partner, we believe that IBM's leadership in the on demand era is one more step toward delivering on this total solution, and we see tremendous potential for revenue and profit opportunities."

New Sales Enablement and Education
To help Business Partners devise new and more flexible ways to deliver IT and help their customers understand the bottom-line benefits of e-business on demand, IBM is launching several important initiatives:

presentations and details on all 26 offerings Business Partners can deliver today to customers.

Solution Enablement
Teaming and product enablement are also vital parts of Business Partners ability to deliver on demand solutions to their customers. To promote the sharing of knowledge and to help applications and services deliver value in the on demand model IBM has launched:

applications to Linux. IBM's ROI Tool walks the Business Partner through a number of questions to collect information about their business such as size, revenue, average selling price of their solution, and average sales cycles, allowing the tool to determine what the investment needs are for the Business Partner and the potential return on investment over a specified time.

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