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IBM promotes reseller collaboration with ISVs

IBM promotes reseller collaboration with ISVs

IBM has flagged opportunities for resellers to work with its ISV community as a key area of potential channel growth.

Director of global business partners A/NZ, Scott Kardash, said he was keen to see partners rewarded for investing in specific industry areas or applications developed by its ISVs.

This could involve IBM or an ISV awarding certifications or preferred status to a reseller that demonstrated ongoing support, he said. The specialisations would sit alongside its existing reseller classifications and tiers.

The push to raise the profile of resellers is part of IBM's broader ecosystem initiative. The program was established last year to foster commercial relationships between ISVs and resellers.

A team of 16 dedicated staff was put in place to help ISVs get product to market and link them with channel partners. Other assistance includes access to an innovation centre and marketing collateral. There are now 60 regional ISVs participating in the program.

While 2005 was a year of investment, Kardash said the focus now was to drive ISV revenue opportunities. IBM has targeted tailored solutions as a major growth area.

The vendor also needed to increase channel participation in the program, he said. It currently has a stable of more than 500 resellers.

IBM was also investigating ways of attracting broader community support.


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