Last week I attended the IBM Venture Partnering Symposium at their Almaden Research Center in California. At first I was shocked that IBM announced this meeting the last week of the sales quarter. Would any senior IBM executives (and Partners) dare to leave the office during this week? The conference room held about 300 and over 350 people attended! The question for all of us is, “why”?
The simple answer is “opportunity”. I have been in the technology industry since (gulp) 1979. The energy around this event reminded me of other opportunities such as the introduction of HPs first LaserJet in 1984 and Scott McNealy’s brash statement in 1991 that he would create a Partner Channel that would exceed $1 Billion within 2 years. We still see the success of HPs LaserJet and Sun Microsystem Partner Channel exceeded $1 billion in the first year!
Yes, opportunity is knocking right now with IBM. Specifically, IBM has positioned its corporate strategy to win with Partners. Why else would all of IBM’s top executives attend a Partnering Symposium the last week of the quarter…because they are committed to their Partner strategy.
Top billing at the Symposium was SOA, SaaS, and delivering value around the convergence of Software and Services. As a SOA software vendor I walked away very excited. First, IBM was heightening the value and awareness of SOA as well as outlining a way for Partners to align with IBM. Robert LeBlanc said it best, “we (IBM) will look to our Partners to provide assets (solutions) to deliver business value and innovation to our customers”. Consider the magnitude of this statement; IBM is embracing its Partners around their multibillion dollar global services group. Sign me up.
So, how do WebLayers and its Partners make the most of this opportunity? First, we need to deliver a solid solution around SOA (WebLayers Center) wrapped with a service package that installs, implements and supports policy management needs of our customers. Second, we align ourselves with IBMs field sales force as well as their service groups. Together we then deliver the business value and innovation that customers are demanding.
Anyone interested? I am recruiting Partners that have an established SOA practice. You can email me at Partners@weblayers.com. I look forward to hearing from you.
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