IBM steps up partner programme

IBM has directed an additional 1,000 sales staff to selling software made by partners targeting small and medium sized businesses, the company revealed at its IBM Partnerworld conference in Las Vegas.

Adhering to a strategy outlined in 2003, IBM concentrates on selling middleware and hardware while leaving its partners to deliver industry specific software enhancements.

Scott Hebner, vice president of marketing and strategy at IBM Software Group, explained that it is important to IBM that independent software vendor partners are successful in selling their solutions.

The partner programme provides sales support and funds for advertising software developed by partners. Hebner declined to give any financial details about the salesforce expansion, but said that IBM spent $1bn on the programme in 2004.

IBM is also helping ISVs to expand into new geographical markets, according to Hebner.

Judith Hurwitz, chief executive at analyst firm Hurwitz Group, told vnunet.com that the partner programme can help providers of leading-edge software applications to gain much needed credibility with prospective customers.

Users often ask for guarantees for the long-term viability of a software provider, and partnerships with companies like IBM can provide that credibility. "These companies are leveraging some of IBM's infrastructure," said Hurwitz.