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IBM moves to close gaps in SOA offerings

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[verwijderd] 5 oktober 2006 20:17

IBM moves to close gaps in SOA offerings
Big Blue's extensive rollout includes new SOA products and services, as well as enhanced versions of existing software

By China Martens, IDG News Service

October 03, 2006

IBM is filling holes in its SOA (service-oriented architecture) product line-up, notably in the areas of business process management and industry-specific services.

"Any holes are a recognition of what customers are trying to do," Steve Mills, senior vice president of IBM's software group, said. "Early SOA adopters may have found gaps and had to do some handcrafting. They can avoid doing that now."

IBM Tuesday made what it billed as its most extensive rollout of SOA offerings to date, including four new products, 23 enhanced versions of existing software and 11 new services offerings. IBM positioned the news as demonstrating that the entire company is focusing its attentions squarely on the SOA space as a revenue driver.

So far, IBM has helped close to 3,000 customers put in place SOA, Mills said. However, only a "relatively modest percentage" of those users have been using the SOA approach for a number of years, he added.

Mills stressed IBM's need to be seen by customers as "the" industry provider of end-to-end SOA capabilities. While there are plenty of small niche SOA players, IBM mostly competes with Hewlett-Packard when pitching an SOA portfolio. IBM is investing more than $1 billion in SOA-related areas this year, he said.

One of the four new products IBM unwrapped Tuesday is WebSphere Business Services Fabric. The software is based on the technology IBM acquired when it purchased niche SOA player Webify in August and also draws on services from IBM business partners. The product includes prebuilt accelerators, tools and frameworks to help ensure that SOA applications comply with specific industry regulations.

Another new offering is WebSphere Registry and Repository (WSRR) to help customers manage their Web services and shared business processes. The software enables users to publish and find SOA services and can also hook into third-party registries and repositories.

The two other new tools are Tivoli Change and Configuration Management Database and Tivoli Dynamic Workload Broker.

IBM also has made SOA-related improvements in members of its WebSphere middleware, Rational development tools, Lotus collaboration and Tivoli systems management families. The new SOA services focus on three key areas -- security, service management and virtualization.

Tracy LeGrand, chief architect and vice president of technology, strategy and architecture at Ameriprise Financial Inc., was particularly interested in the two new WebSphere products. The financial planning and banking brokerage company based in Minneapolis dates its move into what would later be termed SOA as beginning in 1999 and chose IBM as the IT vendor to help it adopt that new approach. Over the years, the customer has noted some gaps in IBM's offerings, which have required Ameriprise to act as a systems integrator.

"This announcement has closed some major gaps for us," LeGrand said. "I'm not sure if there are more."

IBM's WebSphere Business Services Fabric could help Ameriprise avoid duplicating work Webify and IBM have already done in providing industry-specific services relating to standards like ACORD in the insurance industry, LeGrand said. He's also interested in the vendor's WSRR since Ameriprise previously had to build its own registry.

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[verwijderd] 5 oktober 2006 20:28

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[verwijderd] 5 oktober 2006 23:49

IBM Announces New Mid-Market Software Additions to the Express Seller Initiative
IBM Continues to Enable Growth and Profitability for the Channel in SMB Market

ARMONK, NY - 05 Oct 2006: IBM (NYSE: IBM) has announced the inclusion of several mid-market software offerings to its successful Express Seller initiative for IBM Business Partners. Added to the Express Seller initiative are Lotus Domino Collaboration Express, Lotus Domino Messaging Express, Lotus Domino Utility Server Express, IBM Workplace Services Express, IBM Tivoli Continuous Data Protection (CDP) for Files, and IBM Tivoli Storage Manager Express.

The expansion of the Express Seller initiative is in line with IBM's goal of continuing to help Business Partners sell to the mid-market. According to leading IT analyst firm IDC, the overall small and medium-sized business (SMB) opportunity is worth US$465 billion, with the mid-market alone worth US$214 billion. IBM is capitalizing on this opportunity through its Express Advantage initiative which includes Express Advantage offerings, PartnerWorld Express Advantage initiatives and resources for Business Partners and enhanced customer experience capabilities designed specifically for mid-market customers. IBM Express Advantage offerings include a complete range of IBM systems and software products, infrastructure solutions, business solutions and a full range of financing options available through IBM Global Financing.

The Express Seller initiative is part of PartnerWorld Express Advantage and helps Business Partners rapidly deliver affordable, cutting-edge technology to help SMB customers address their business challenges. Express Seller pairs IBM's demand generation resources with attractive pricing and conditions, helping to enable sales and reach into the SMB market. Just as the IBM Express Advantage offerings are specifically designed to meet the needs of SMB customers, the Express Seller program is specifically designed to help IBM Business Partners sell these products to SMB customers.

The inclusion of the software solutions in Express Seller was piloted in Europe during the summer and is now available in the Americas. This addition contributed to the momentum that the program saw during that time. In the second quarter 2006, Business Partner sales created through the Express Seller initiative grew by 58%, and more than 100 new partners joined the program during that time.

The addition of these software solutions to the Express Seller program also springboards off of IBM's recent announcement of its "Express Track" initiative. Express Track is a $100 million global drive to reach thousands of local IT resellers, including those who sell competitor products. This drive continues IBM's SMB market expansion throughout 2006, focused on growing mid-market sales of IBM technology solutions through the channel. Express Track includes increased IBM coverage and enablement support for IBM Business Partners. This demand generation support is coupled with the addition of more than 300 people worldwide to provide coverage and enablement for local IT resellers.

IBM aims to continue broadening Express Seller to include more software and services offerings, as well as to increase availability around the globe. At the same time, IBM is also working to promote other key vehicles of channel profitability, including the Software Value Incentive (SVI) -- IBM's new incentive program that incents partners across all stages of the sales cycle. Stage II of SVI launched in July in 48 countries, including such high-growth areas as India, Russia, Czech Republic, Thailand and Vietnam. In the first three weeks of Stage II of SVI, approximately 800 new partners joined the program and registered more than 500 opportunities.

For more information on Express Seller, Express Track or the Software Value Incentive, please visit www.ibm.com/partnerworld/smb.

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Niet direct Seagull gerelateerd, maar wellicht dat er toch iets meegedaan kan worden... Wederzijdse samenwerking, zullen we maar zeggen..

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