IBM declared partner "war" of Oracle

The IBM corporation doubled a rate of partner remuneration for partners who will manage not just to sell software of the company, and to provide them replacement of the software products of Oracle used by clients. It became known from the insider who in turn refers to the letter of the vice president of division of IBM Software Group Business Partners Sandy Carter.

According to an anonymous source, on April 13 Carter sent the letter to 100 thousand to partners of IBM. In it, along with the announcement of programs for development of partner competence, just it was also announced new opportunities of receiving additional bonuses.

So, partners of IBM who to join competitive "war" against Oracle in the field of software for management of databases, infrastructure applications and binding software (middleware), portals and security protections, will get access to additional marketing resources and some other advantages. First of all – a material incentive.

Blue giant which stated also before that it has the most attractive affiliate program among vendors will encourage partners who to be connected to "war against Oracle", doubling of a rate of partner remuneration. For such partners it will be calculated in the range from 8 to 40% instead of the current 3-20%. According to Carter, at the moment the program provides only replacement of software of Oracle and the companies purchased by it, including Sun, JD Edwards and BEA Systems, but further other vendors also can be involved in it. "The value of this program not only in sales increase. We really want to offer clients the best", - Carter said however.

Let's remind that at the beginning of this year IBM announced results of a global research of profitability of partner networks (Global Business Partner Profitability Survey) during which work of 800 companies was analyzed. The research was conducted by Ronin Corp company. also covered partners of such largest vendors as IBM, Oracle, Hewlett-Packard and Sun Microsystems.

According to data retrieveds, 60% of the largest partners of IBM said that they get big profit on sales of the equipment, software and IBM services in comparison with sales of other IT suppliers. Partners of IBM gain 36% more gross income from sales of binding software in comparison with partners of other IT companies, Carter said. According to her, costs are also lower at partners of IBM. Besides, unlike a number of affiliate programs of other vendors, partners of IBM can earn both from sale of new licenses, and from prolongation of old.

Carter also said that the company long time conducted dialogue with partners concerning "a problem of Oracle", and now there comes the turning point when resellers should be defined with what vendry to them "on the way". In addition to monetary injections she promised to strengthen versatile measures for strengthening of sales of corporation in the partner channel. Let's remind that quite recently Oracle, on the contrary, turned a back to partners, having said what in a corporate segment heads for direct sales.