The End Of An Era?

By Steven Burke, CRN
March 10, 2006 3:00 PM ET

IBM channel legend Frank Vitagliano’s decision to leave the computer giant and take the top channel job at Juniper Networks marks the end of an era in partner relations at the computer giant.

STEVEN BURKE
Can be reached at (781) 839-1221 or via e-mail at sburke@cmp.com.

Vitagliano announced last week that he was ending a 33-year career at IBM, where he began working the night shift in the mailroom. The IBM that the then-long-haired Vitagliano joined was the IBM of founder Thomas Watson and Thomas Watson Jr. Respect for the individual was its hallmark, and it was felt in relationships with not only employees, but partners as well. The respect for the individual credo of the Watson era also exhibited itself in consistent and predictable programs and deep relationships in the field.

It is no small matter that Vitagliano was the protégé of IBM channel chief and CRN Hall Of Famer David Boucher. Vitagliano, like Boucher, has been renowned for his personal touch with partners. What has changed at IBM and other companies is that the channel chief post has become a revolving door. For IBM partners, Vitagliano was IBM. His genius, in fact, was his ability to take the IBM culture and put it into practice each and every day in the field. His personal touch and relationships now move to Juniper. His success as a channel chief is a testament to the impact that a single individual can have on an organization.

The timing of Vitagliano’s departure speaks volumes about IBM at this point in time. The bombshell came on the eve of IBM’s annual PartnerWorld event, which is being held this week in Las Vegas. IBM Chairman and CEO Sam Palmisano, by the way, will be a no-show at the event, which comes with IBM mounting its first large worldwide partner recruitment effort in many, many years. The company is looking for 5,000 new small- to-midsize business partners worldwide, including 1,500 in the United States. It is also attempting to form tighter bonds with existing partners.

Vitagliano’s successor, Patrice Mitchell, has to continue those intimate field relationships established and nurtured by Vitagliano—undoubtedly no easy task. Only time will tell whether she will be able to maintain that personal touch with channel partners or whether that’s part of a bygone era.

What do you think Vitagliano’s departure says about IBM? Let me know at (781) 839-1221 or via e-mail at sburke@cmp.com.

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