In-Depth
Who Are IBM Business Partners?
The IBM Software Partner Program offers three levels of membership. To qualify as aSoftware Member, a company must have one IBM software specialty skill to sell and installan IBM product or solution as defined by the program. An Advanced Software Member musthave one professional certification from IBM. The Advanced Software Member level is formembers who have an increased level of technical skills in selling and supporting IBMSoftware solutions. The Premier Software Member must have three professionalcertifications from IBM, as well as a business plan and results reporting process. ThePremier Software Member level is for companies with extensive technical skills fordeveloping and supporting complex business solutions. IBM partners can provide customerswith a solution or link them with another partner who can.
Here are some examples:
IKON Office Solutions Technology Services. As one ofIBM’s resellers, IKON Office Solutions provides Lotus and IBM solutions to small andmedium businesses. IKON provides consulting, systems integration, application development,training and certification for Lotus and IBM software solutions running on multipleplatforms, including Windows NT, AS/400 and S/390. IKON’s product portfolio includesMQSeries, DB2 Universal Database, Net.Commerce, Tivoli Systems Inc. systems managementsoftware, and Lotus Notes and Domino.
IKON Office Solutions provides customers with office technology solutions, from copierand printing systems, computer networking and digital document services, to copy centermanagement, technology training and electronic file conversion. With fiscal 1998 revenuesof more than $5.6 billion, IKON Office Solutions has more than 1,100 locations in theU.S., Canada, Mexico, the U.K., France, Germany and Denmark.
KeyLink Systems. A Pioneer-Standard company, KeyLink is avalue-added midrange systems distributor in the U.S. and Canada and is equipped withskilled resellers and solution providers dedicated to developing total end-to-end IBMsolutions. KeyLink distributes virtually every IBM platform and product line, includingRS/6000, AS/400, Netfinity, networking, software, storage and System/390.
KeyLink has a solutions team that creates and executes strategic business solutionsfocused on four business initiatives: e-business, server consolidation, businessintelligence and enterprise resource planning. As part of the program, KeyLink hasrepresentatives located throughout the U.S. and Canada to assist the channel in developingbusiness practices geared toward the IBM initiatives.
KeyLink’s focus includes DB2 Universal Database, MQSeries, ADSTAR DistributedStorage Management, Net.Commerce, IBM Firewall, Visual Warehouse for data warehousing,Intelligent Miner for data mining, and the IBM Suites for Windows NT, which integratesoftware from IBM and Lotus for the Windows NT platform. Keylink also provides IBM HighAvailability Cluster Multi-Processing (HACMP) software and Tivoli TME 10 products.
Hall-Mark Computer. An independent operating division ofAvnet Inc., Hall-Mark Computer is a value-added technical distributor of IBM systems,software, connectivity, mass storage and peripheral products to the reseller channel.
According to Richard Lawson, Senior Vice President of Hall-Mark, IBM offers the bestproducts, best programs and best supplemental services for resale by the VAR channel."Historically, IBM has jumped into new computing environments only after knowing thewater was safe. In the new world of e-business, IBM is leading the charge."
Hall-Mark supports IBM for e-business on multiple platforms, including RS, AS andNetfinity servers. This includes software products such as DB2 Universal Database,MQSeries, Lotus Notes and Domino, ADSM, and Net.Commerce.
Xerox Connect Solutions, Inc. The information technologysolutions provider of Xerox, Xerox Connect offers consulting and systems integration tolarge and medium organizations.
"IBM’s strong support programs have helped Xerox Connect evolve from asolutions integrator to a solutions innovator. We share the same solutions sellingapproach, which drives true integration of disparate systems and platforms. As a result,our customers can evolve at their own pace, leveraging their existing IT investments formaximum return," said J.P. Finnell, National Director, IBM and Lotus Practice atXerox Connect.
Xerox Connect provides consulting and application development for Lotus and IBMe-business software in a multi-platform environment including Windows NT. XeroxConnect’s product portfolio includes Net.Commerce, MQSeries, DB2 Universal Database,Lotus Notes and Domino.
About the Author:
Ian Bonner is Vice President of Lotus and IBM Worldwide Partner Marketing Programs.