THE NEW ISV AGENDA

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So, it is clear to many software organizations in the marketplace that modern strategies must be implemented to meet the new on demand business environment. What is also clear is that all software vendors alike must learn to co-operate and partner together for the benefit and profit of all concerned. Communication and collaboration together with partnering will lead to many strategic and tactile benefits:

• Maximizing customer value and satisfaction

• Building new long-term revenue streams/profit models

• Managing the market and expectations

• Balancing short and long-term business flow

• Reduced sales cycles—shorter time to contracts

• Ensuring quality on-time delivery of products and services

• Reducing business expenses and increasing profits

• Reducing the risks to the customer

• Penetrating new business markets

This list is compelling and makes good business sense. IBM's strategy focuses on the thousands of ISVs that are important to them either because they are key to a given brand or because they are important niche or local ISVs. The IBM strategy is to go after the broad spectrum of ISVs with a much stronger value proposition. There is a lot of energy now throughout IBM going into these efforts. IBM will aggressively seek out these ISVs and communicate the value to them of partnering with IBM. Then it is possible to go and make money together in the marketplace with autonomic computing. With partners, it is a good business to be in.

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