i spent friday with our team at the ibm innovation center in waltham, mass. they were in high spirits! why? because they are busier than ever, working with scores of independent software companies like kronos, streamserve, symbol, chordiant and bristol technologies ........ enabling their applications to open standards and leading ibm middleware and server platforms. now, this is one of 30 centers we have around the world, dedicated to providing world-class skills and technical support to thousands of partners.
after a number of meetings on friday in boston, i drove to maine to spend what is turning out to be a beautiful weekend. i grew up in florida and spend a lot of time on the coast in north carolina, but am not sure i have ever seen the ocean's tide change as dramatically as it does here. it reminds me of our industry and the constant changing direction all of us see as we watch the business applications space ebb and flow. it's certainly news when in little more than a year, oracle acquires peoplesoft, retek and siebel. in that same year, sap has stepped up their efforts to drive - not just the apps business - but build a middleware business around netweaver (albeit one that is optimized first and foremost to sap apps --- not exactly open!). so, where does that leave ibm, squeezed in the middle with no place to grow????
before jumping to a conclusion, let's look at the facts. both oracle and sap are large and important companies in the market. they are both key partners in which we make significant technical and marketing investments. in fact, the services, hardware and software revenue these companies drive with ibm is huge. we will continue to build our business working with each of them. at the same time however, let's not forget that as large as they are, sap and oracle only make up 15% of the $70 billion business applications market. as microsoft competes with their partners, and customers and governments increasingly demand open standards-based solutions.......our portfolio of partner applications grows larger and larger.
we will continue to drive business working with sap and oracle, (case in point: oracle's announcement this week about native websphere support on fusion) but we are not taking our eye off the other 85% of this large and highly fragmented market. four thousand companies have joined ibm's partnerworld industry networks in the past 18 months. many of these are very small software vendors, yet a 1% increase in share of the business they drive is worth $200 million!
the tide comes in and it goes out. in maine and in business, success is about keeping a steady hand on the tiller and keeping your focus. that's what we are about. in this week's story entitled: Who Will Win the Application War?, Charles Garry, an independent industry analyst, made this point in a commentary he wrote for eWeek:.........."Wouldn't it be interesting if the one player that ends up winning the application wars is a vendor that isn't really in the application space? I think it's possible. The ultimate aggregator. Can you spell I-B-M? "[Read More]
General Manager, IBM ISV & Developer Relations
Buell 110000QTMG 222 Visits
you know, you just can't do it all by yourself. well you can, but it sure is a lot harder. let me give you an example. last weekend of the summer, i was finishing a busy week at work, racing to get the boys from soccer practice and hockey tryouts, then off to north carolina for a long weekend. my wife of course is the smart one. she and our daughter decided to fly down earlier. i said i would drive with the boys and the dog... by myself. it seemed like a good idea at the time. we were thru nyc by 8pm, a full complement of sandwiches and books on tape. traffic was light, and as my passengers fell asleep i was congratulating myself on the time we were making.
like business, you get real satisfaction from doing things yourself. the problem though, is while you are trying to do it all alone, your competitors are teaming up and out distancing you every time. my first sales territory (sometime back around the time dinosaurs walked the earth) was huge -- 20 counties in middle Tennessee, lots of miles and thousands of prospects. success came not from working every deal alone, but by teaming with my business partner, leveraging each other's skills and broadening our reach in the local market. that's the design point for partnerworld industry networks. simply put, it's about teaming with companies who think like we do; focusing on the customer, embracing open standards and leading with world-class solutions... together!
sales connections is a great case in point. it highlights our commitment to work with thousands of companies to close more business. we can leverage our client relationships, technical capabilities and marketing to help our partners close more deals. whether it's dicarta and ibm closing a deal with a texas-based health care company, winchester business systems and ibm closing a transaction with a pharmaceutical company or actuate and ibm working at caremark. it about 1+1=3. our partners identify qualified business opportunities and ask ibm to engage with their sales teams. we do and together we are beating our competitors.
today, ibm announced a global initiative to help accelerate the development and adoption of Linux-based solutions in emerging markets, such as China, India, Russia and Korea, as well as in established markets worldwide. with the market for linux continuing to expand at an incredible pace, we announced an initiative with redhat to offer software, hardware and expert skills to ibm partners who are moving (in droves) to linux. together,we are committing resources at 15 ibm innovation centers around the world to respond to the growing customer demand for open standards based solutions. partnering with redhat is yet another example of building a business faster and smarter. This announcement comes on the heels of Harvard report highlighting the necessity for open standards in emerging countries. Worth a read!
but, back to my lonely trip south...it did seem like a good idea until there was no one to help spell the driver. at about 3am i pulled into a motel for a few hours rest. in the end, this trip took longer than any other time i have made the drive. sure would have been more effective if i had someone to help, rather than trying to do it all myself![Read More]