Big Blue tops ISV partner programme report

Vendor partner programmes targeting independent software vendors (ISVs) are evolving, according to a recent IDC study. The research house, which named IBM as the global leader in the ISV partner programme space, claims that vendor giants are now paying more attention to the sales and marketing skill sets of their ISV partners.

  • E-Mail
By  Stuart Wilson Published  December 14, 2006

Vendor partner programmes targeting independent software vendors (ISVs) are evolving, according to a recent IDC study. The research house, which named IBM as the global leader in the ISV partner programme space, claims that vendor giants are now paying more attention to the sales and marketing skill sets of their ISV partners — as opposed to concentrating solely on technical enablement. “IT vendors have traditionally focused their efforts with ISVs around technical resources, including support and tools for enablement around porting and interoperability,” said Stephen Graham, group VP global software business strategies at IDC. “The hand-off from technically enabling an ISV to helping that ISV go-to-market with its application has not been elegant. Vendors are, however, starting to put more effort behind enabling an ISV’s sales cycle,” he added. The IDC report focused on ten vendors with ISV partner programmes: BEA, HP, IBM, Intel, Microsoft, Novell, Oracle, Progress, SAP and Symantec. The report assessed the ISV programmes on marketing, sales and technical resources with IBM receiving the highest score, followed by Microsoft, SAP, Oracle and HP. The IDC report claimed that the ISV channel would remain an important go-to-market route for the foreseeable future and predicted increased investment in ISV programmes by the major vendors as they looked to build an effective ISV recruitment and retention strategy. The report concluded that technical resources remained the most important offering from vendors to ISVs, with marketing and sales resources not far behind. Rewards and incentives were not considered as very important.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code