IBM Seeks the Channel To Help Make On-Demand In Demand
Cooper gave the audience a chance to understand the technology by offering a summary of "What is the 'on-demand" technology infrastructure?" by dividing its benefits into four categories:
- Integrated: Business linked together across the entire range of customers, partners and suppliers.
- Open: Open standards enable flexible solutions that can easily link to disparate systems.
- Virtualized: Virtualized resources to create a "grid" system to connect to anyone, anywhere, anytime.
- Autonomic: Express self-healing software responds automatically to threats and system failures.
- The company views e-business on-demand as "an enterprise whose business processes -- integrated end-to-end across the company and with key partners, suppliers and customers -- can respond with speed to any customer demand, market opportunity or external threat," Scott detailed during his presentation.
- Earlier, Vitigliano proffered a slide that showed client growth at a slight 2.1 percent over the next few years. He followed up that stark truth by telling the crowd: "The opportunity is selling solutions. We understand that."
- So how can solution providers move into the on-demand market? "We have built a set of tools that helps us help our partners figure out where a customer sits [on its understanding of on-demand]," Cooper told the attendees. "[We want to] move them up on the on-demand evolution curve."
- Among other opportunities for developing on-demand, IBM "is looking for independent software vendors with applications for the midmarket who want to extend their reach," Cooper said during the presentation. A partnership like that "takes the expertise we don't have -- understanding the midmarket experience [in specific markets, like insurance, and leverages it]. We try as much as possible to share our expertise. We do a lot of investment in market understanding."
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- Summing up IBM's attitude toward on-demand partnering, Vitigliano said, "At the end of the day, there [needs to be] commitment from both sides."