Packeteer has wrapped up negotiations in the US with IBM that will see Big Blue resell the bandwidth management and packet shaping vendor's products.
Under the agreement, IBM will resell Packeteer as stand-alone offerings, and bundle Packeteer products to build ASP-style offerings, said Bob Jones, Packeteer's Australia/New Zealand territory manager. Although this will see IBM acting as a service provider to its customers in the US, it is not clear yet the extent to which this model will be replicated in Australia.
In either case, IBM has the choice to use the channel to build these services and for product fulfilment, said Jones, under Packeteer's International Reseller Relationships program. Packeteer has similar relationships with Compaq and Equant.
Furthermore, plans are underway for the PC manufacturer's Unix group to develop joint products, while IBM Global Services will implement and support Packeteer installations in the US, confirmed Jones.
Packeteer is looking forward to leveraging IBM's clout in the market, Jones added. However, as IBM starts selling Packeteer into its customer base, competition between existing Packeteer resellers in those markets could arise.
"It lets us leverage our product into the IBM customer base. Obviously if there is another reseller selling into that space, there will be competition. I think that further validates our technology," claimed Jones. "It's all about brand awareness."
Just how much brand awareness and subsequent revenues Packeteer stands to gain from this alliance remains to be seen. Meanwhile, Packeteer officials are not letting much out of the bag.