IBM Program Links ISVs, Solution Providers

IBM

The initiative, called Start Now Solutions Proven, makes SMB-targeted applications available through IBM's solution provider channel, said Carol Ptak, an executive in IBM's Global SMB Solutions division. The program takes IBM ISV partner applications that have been proven to work on IBM middleware and makes them available for resale to IBM's channel partners.

IBM initially has identified proven ISV solutions in the following market areas: CRM; ERP; supply chain management; Web and intranet enablement; visual help desk; e-procurement; business intelligence; data and Web security; and sales-force automation. Through Start Now Solutions Proven, IBM solution provider partners will have access to a broader range of SMB applications, which they can either resell or integrate into customer solutions, said Ptak.

Bud Brasier, CEO of Emerging Technology Solutions (ETS), a Denver-based ISV taking part in the program, said the new program is a good way for IBM's ISV partners to reach a larger distribution channel. ETS offers a variety of Lotus-based collaboration apps for the SMB market, such as Business in a Box and Help Desk in a Box.

"It allows us to make our products available through IBM's promotion out to their channel," said Brasier. "Partners that are interested in reselling and supporting our applications can come through [the program and access us and determine if they are qualified [to resell our product."

Brasier added that ETS has signed on five new partners to resell its software since the company first joined the program, which has been in trial mode since last year. Now that the program has officially been launched, Brasier said he expects ETS will reach a broader partner audience that might be familiar with IBM, but not with smaller ISV applications such as ETS'.

"The partners out in the community more than likely are knowledgeable about IBM software technology but are looking for solutions to use to help sell some of that technology," said Brasier.