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IBM To Link ISVs, VARs In Vertical Market Push

IBM plans to spend millions of dollars to help solution providers team up with ISVs and systems integrators on large-scale IT projects.

The Armonk, N.Y.-based IT giant is expanding its PartnerWorld Industry Networks beyond ISVs to include regional integrators and other solution providers. The program originally was designed to bring ISVs into the IBM Business Partner fold, but the new plan opens the program up to the entire IBM Business Partner community, including VARs, consultants and systems integrators.

We are trying to bring everything into a single point of convergence, said Donn Atkins, IBMs general manager of Global Business Partners.

IBM also is organizing the program around specific verticals. The public-sector market is the first out of the gate with an effort called Public Sector Edge. Other market-focused efforts planned will address industries such as retail, distribution and financial services.

We cant come close to covering this market, so we need all of you, Bob Samson, general manager of IBM Global Public Sector, told solution providers as he announced the project last week at CMP XChange Government Integrator in Washington. Samson pegged the global public-sector market at $210 billion annually.

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