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IBM WebSphere
“Software for SOA environments that enables dynamic, interconnected business processes, and delivers highly effective application infrastructures for all business situations” – IBM Website
WebSphere Server
100+ other applications and servers for industries and clients
Limited internal application development (customization)Product Offerings
Partner Ecosystem
100+ partners ranging from small custom development houses, to major OEMs. Long history of collaboration with partner firms across all IBM software solutions
Partners sell and manage software development projects independently of IBM (ISVs, SIs, Resellers, etc), and jointly with IBM’s sales team
Numerous technical and business conferences and roadshows to educate IT community about product offerings and recruit business partners
Official Description
Actual Description Customizable IT middleware primarily implemented by business partner companies
Partner Incentives
Membership grants access to marketing, selling, training, technical and collaboration services
Tiered level of membership unlocks greater access to IBM sales teams and industry-specific standardized products (pre-configured solutions)
Integrated partner events with the rest of IBM’s business suite
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Microsoft BizTalk Server
“BizTalk enables your organization to seamlessly integrate disparate systems and connect business partners” – Microsoft Website
25 “Platform Adapters” mostly centered on the MS Office suite
Limited customization, even with business partners
Specifically calls out RFID used with Windows Mobile devices, and SAP integration
Official Description
Product Offerings
• http://www.microsoft.com/biztalk/en/us/system-integrators.aspx?SortField1=SI&SortField2=RFID%20Solutions&SortField3=All
Partner Ecosystem
Actual Description Mostly prepackaged middleware solutions integrating with MS Office and legacy software
100+ partners ranging from small custom development houses, to major OEMs. See below for RFID specialists.
SIs, ISVs and Hardware partners
Free to join the partner program initially
Partner Incentives
Recently revamped partner network, with error-prone website
Membership grants access to marketing, selling, training, technical and collaboration services
Tiered level of membership unlocks greater access to Microsoft support
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IBM Websphere Microsoft BizTalk
Partner Segmentation(US Market)
• # of Partners: 159• # of SI (System Integrator) Partner: 37• # of ISV (Independent Software Vendor) Partner: 134• Three Tier Partnership Model (PartnerWorld Program)
• # of ISV and IHV partners: ~41 (RFID specific solutions)• # of SI: 20 (Industry specific solution around Microsoft BizTalk)• # of Competencies: 2 (Application Integration and ISV)• Four Tier Partnership Model (Subscription, Silver, Gold & Small Biz)
Partnership Model
Member(Entry Level)- No Entry Fee- $2000 for Business
Partner Value PackMin. Qualification:- Online Registration- Apply to Point Based
ModelCommitment: Not
specific and is based on Point Model (Refer)
Advance(Adv. Skills)- No Entry Fee- $2000 for Business
Partner Value PackMin. Qualification:- Member with
minimum 10 Points + 6 IBM Skills
Commitment: Not specific and is based on Point Model (Refer)
Premier(Exceptional Skills)- No Entry Fee- $2000 for Business
Partner Value PackMin. Qualification:- Member with
minimum 30 Points + 12 IBM Skills
Commitment: Not specific and is based on Point Model (Refer)
Silver- Annual fee: $1850Min. Qualification:- 2 Microsoft Certified Professionals
(MCP)- 1 individual who passes a
Microsoft Licensing Overview- 1 individual who passes a Sales &
Marketing CompetencyCommitment (ISV & AI): - No Revenue- 3 unique customer references
Gold- Annual fee: $3800Min. Qualification:- 4 Microsoft Certified Professionals
(MCP)- 1 individual who passes a Microsoft
Licensing Overview- 1 individual who pass Sales &
Marketing CompetencyCommitment (App. Integration): - Revenue: $100,000 (and)- 5 unique customer referencesCommitment (ISV): - Revenue: $50,000 (or) 12 wins- 5 unique customer references
Partner Business Benefits
- Training : $5,000- SW Demo Access- Tech Support
- Training : $15,000- SW Demo Access- Tech Support- Solution Assurance
Assistance
- Training : $50,000- SW Demo Access- Tech Support- Solution Assurance
Assistance- Critical Impl” Support
- 20 advisory hours - 25 licenses- 5 Visual studio and MSDN subs- High search ranking- Silver competency logo- Licensing and online incentives
- 50 advisory hours- 100 licenses- 10 Visual studio and MSDN subs - Highest search ranking- Gold competency logo- Solution, licensing and online
incentives
Partner Growth & Support
Collaboration:- Marketing collaboration on Brand extensions, business partner ValueNet
connections, ‘Just Push Go’ for campaigns, Marketing Intelligence and IBV Insights. Industry focused solutions
- Financial collaboration for providing range of financial options through IBM Global Financing
Training and Certification:- Business Partner Technical Sales Program- Virtual Innovation Centers and PartnerWorld University- Technical / Sales / Expert Level Certifications for PartnersSupport: Online and On-site Support (24X7) with remote assistance
Collaboration:- Marketing collaboration on customized campaign material and activity
guides, logo extensions and Pinpoint tool for recommendation- Financial collaboration on tailored financing options using Microsoft
FinancingTraining and Certification:- Access to Microsoft Partner University for Large Account Resellers- Access to Training partner Learning programSupport: - Microsoft Volume Licensing Service Center to manage licenses- Online 24X7 support