Tivoli Systems, a provider of management software for the enterprise, has extended its 10/Plus business partner program to include resellers and integrators. Previously, the program had existed only for ISVs.
Under the scheme, partners are divided into three tiers depending on the level of their commitment to the partnership. For ISVs, the tiers differentiate between levels of integration and compliance with Tivoli's open APIs. For resellers and integrators, partners are graded according to their initial investment, their levels of technical expertise, the number of sales staff they dedicate to the sale of Tivoli products, as well as the amount of revenue they manage to generate.
According to Richard Wilmott, Tivoli's marketing manager in Australia, no one of these factors is more important, but "the overall combination" is what differentiates one from the other.
Tivoli Systems was purchased by IBM in 1996, and since then has become an integral part of IBM's business. The 10/Plus program is part of Tivoli's plan to dominate the enterprise software management market, a market which it expects will be worth over $US18 billion in three years' time.
According to Wilmott, "we looked at the way the market was growing, and we looked at our own business, and we recognised that we could not hire or train enough people in the time we had to take advantage of the opportunities". Therefore, Tivoli set about signing up strategic partners.
Among those signed up for the extended 10/Plus program are Com Tech, MicroHelp and Senteq in Australia and EMS and Unisys in New Zealand.
Phone: 132 426
Fax: (02) 9354 4261