IBM sets up portal for software resellers of Tivoli and Lotus

IBM unveiled a portal that it says will increase the e-business sales potential of IBM, Lotus and Tivoli solution providers.

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By  Peter Conmy Published  August 5, 2000

IBM unveiled a portal that it says will increase the e-business sales potential of IBM, Lotus and Tivoli solution providers.

The portal will offer features such as a Web-based repository of sales tools, an e-business partner directory, reimbursement for e-business certification and Web-based software delivery, Dan Albertson, vice president, world wide for PartnerWorld Software said.

At the same time, the portal is expected to greatly simplify things for solution providers who deal with products from more than one of the three companies.

Simplify Relationships

In fact, the main thrust behind the creation of the portal, said Albertson, was “to simplify our relationship with our business partners that deal with a spectrum of our solutions.”

Over the past two years, discussions with more than 400 of the companies’ business partners made one thing clear, said Albertson. “They said we needed to simplify, to eliminate a lot of the redundancy and administrative overhead,” he said.

In some cases, Albertson said, business partners that belonged to the business partner programmes of IBM, Lotus and Tivoli needed a dedicated person to keep track of everything.

The portal went live last month. At first, it will be a public portal. But later this year, the portal will be password-protected, and IBM at that point will be able to add personalisation functions that will increase the portal’s usefulness to its partners, the company said.

In addition to the Web-based repository, the portal will include a Web-based directory of IBM and Lotus business partners specialising in e-business solutions to allow customers to find the right solution provider for their task.

Expanded Directory

And in the next 90 days, the directory will be expanded to allow solution providers to find other providers with complementary skills to team up with, IBM said.

The companies’ business partners will also be able to find on the portal Web-based tech support that Albertson said is solutions-oriented, rather than product-oriented. In other words, the tech support will be geared not toward specific products, but how components in a solution work together.

There is no fee for belonging to the programme, but Albertson said that bundled value packages would be sold through the portal.

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