IBM, Manhattan Associates Expand Partnership To Reach Midmarket

IBM and Manhattan Associates are expanding their technology and sales relationship in a move the companies say will create new midmarket opportunities for solution-provider partners. <P> Under the deal, announced this week, Manhattan Associates will expand the range of IBM servers, software and services that support its supply chain and logistics management software. Manhattan Associates, for example, will use IBM's WebSphere and Information Management platforms, including WebSphere Application Server, Message Broker and Transformation Extender, as part of a "preferred reference" architecture for Manhattan Associates' Integrated Planning Solutions and Integrated Logistics Solutions. <P> IBM and Manhattan Associates already have a relationship going back 15 years, including support for Manhattan Associates' software on IBM's System i servers. The two have more than 1,000 joint customers globally. <P> The two companies also said they will expand their joint sales efforts outside North America, including Europe, Asia-Pacific, Latin America and the Middle East. They will focus those efforts in core vertical markets such as retail, consumer goods, discrete manufacturing and transportation. <P> While IBM Global Services will be working with Manhattan Associates to provide consulting and implementation services in some sales situations, the vendors will be relying heavily on regional and local VARs and solution providers -- especially in international markets -- to provide such services, says Mark Hanny, IBM vice president of ISV alliances. Those services include customizing applications and integrating them with business processes based on ERP and CRM systems, Hanny says. <P> Most of Manhattan Associates' sales are currently direct, particularly in the United States. But the company is looking to expand its sales through the channel, says Jeff Cashman, senior vice president of business development, alliances and strategy.

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