CRN's Best In Show
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SHOW SNAPSHOT
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THREE C's FOR PARTNERS. In his keynote address at PartnerWorld 2002, IBM's Peter Rowley pledged 'consistency, commitment and continuing growth" to the comapny's 3,000 channel partners.
On that point, Answerthink serves as a shining example. The Miami-based solution provider last week earned CRN's first Best In Show award at IBM's PartnerWorld 2002 for its multifaceted relationship with IBM.
Answerthink boosted its IBM business 300 percent last year through a weave of partnerships with the vendor. For instance, Answerthink forged an alliance with IBM Global Services (IGS) around its expertise with Lawson Software, and the solution provider is working with IGS on a project for the state of Arizona.
In addition, Answerthink partnered with IBM on an implementation with waste services firm Waste Management, the solution provider's largest project to date. The deal garnered $6 million in sales of IBM software and hardware.
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BEST IN SHOW AWARDS
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CRN HONORS ANSWERTHINK. Dave Lavanty, managing director of Answerthink's tech-media integration services group, accepts the first CRN Best In Show award from Editor in Chief Kelley Damore during IBM PartnerWorld 2002.
Dave Lavanty, managing director at Answerthink, said the key to partnering with IBM has been developing tight relationships with its local representatives. "We have a practice leader, and IGS has a practice leader," Lavanty said. "We do a lot of planning at the local level so we're not stepping all over each other in the account. The relationship with IGS is definitely moving in the right direction."
Answerthink and IGS developed a Lawson Software practice in the wake of their initial collaboration and are now jointly marketing the solution to other clients. Answerthink also has IBM as a client. The company is one of four IBM Interactive Agencies of Record and does work for ibm.com. Answerthink designs and develops a Web site for IBM's consultant and Web integrator business and is also a certified IBM Pervasive Partner in the wireless space.
And Answerthink is broadening its services capabilities beyond the IBM relationship. Earlier this month, it unveiled a joint venture with HCL Technologies, a global IT services company, to provide Fortune 1000 companies with offshore application/system development and support services. Answerthink also acquired the Exult Process Intelligence Center from outsourcing firm Exult to expand its benchmarking services.
At seven more partner shows this year, CRN will present Best In Show awards for solution providers' innovative approaches in working with vendors and customers. The next awards will be presented at an Intel partner conference to be held March 3-5 in Phoenix.