Leveraging IBM's Infrastructure

VARBusiness: What do you attribute the company's strong channel performance to?
LeBlanc: Tivoli has been fortunate to have a group of valued channel partners that have identified the need for security solutions in the marketplace. To support them, we designed a channel program to meet their needs, including worldwide technical support, sales-enablement activities, product certification and co-marketing. In addition, Tivoli leveraged IBM infrastructure to quickly execute these programs with business partners worldwide.

VB: Where do solution providers fit into the company's future and long-term plans?
LeBlanc: Our customers require the expertise and solutions that our partners offer%85and they depend on the extension of technology that we collectively provide. These partnerships will continue to be critical to our collective success due to the added-value and services these partners deliver.

VB: What are your current top company objectives?
LeBlanc: The real business issue we are facing today is ensuring our customers achieve rapid return on investment for their IT decisions. Long-term, our focus is for Tivoli to deliver on increasing levels of automation through policy-based systems- management approaches.

VB: How large a role will the security solutions market play in Tivoli's long-term strategy?
LeBlanc: [It] is a key area of focus. Tivoli has made, and will continue to make, major investments in our security technology and products. We will also continue to build strong partnerships with ISVs, systems integrators and resellers to grow our market share in security.

VB: With Tivoli now under the IBM software umbrella, what are the greatest opportunities?
LeBlanc: Our greatest opportunities are in our ability to deliver competitive products more efficiently with faster time-to-market. We also leverage IBM marketing and channel activities to provide increased benefits for our partners. We're focused on working with IBM sales channels, improving worldwide support and accessing new technologies in other product development areas.

VB: What has your company learned from the economic downturn, and how will you apply those lessons moving forward?
LeBlanc: The value of our partnerships with solution providers has truly been underscored in the current economic climate. Moving forward, Tivoli will continue to nurture those relationships while taking a careful look at the skills with which we need to equip our channel partners. We will also continue to work to provide sales-enablement tools and education to assist partners in their efforts.