Following the formation of a worldwide integrated Lotus/IBM partner organisation, the local offices of Lotus Development and IBM Software have reshuffled their channel divisions and outlined plans for a joint customer purchasing programme, delivering on promises made when the companies merged in 1995. Steve Ayres, newly-appointed Lotus/IBM partner sales manager responsible for the group of Lotus & IBM employees, says the two companies are working closely in light of the integrated partner sales organisation initiative. "For example, IBM BesTeam members and Lotus business partners are collectively handled by Jenni Reynolds and Joe Ruthven. Although Jenni is originally from Lotus and Joe originally from IBM, they are each now focusing on an integrated mix of partners. This is in line with our intention to deliver a consistent integrated message to the market." This message also emanates from the companies` decision to merge their software and support licensing programmes, announced at the recently held US Lotusphere conference. "According to the agreement Lotus Passport licensing and the IBM Software Advantage will combine into the `Passport Advantage` volume licensing programme," explains Ayres. "This will provide customers a single contract under which licenses, software subscription and support from Lotus and IBM can be purchased. Business partners benefit through the creation of a single programme and end users win thanks to the pricing advantage and simplicity that comes from buying through one programme." Under existing programmes Lotus and IBM manage licensing agreements with more than 25 000 customers in over 80 countries. The new Passport Advantage is slated for implementation in April this year. Questioned on implications for the local market Ayres says an integrated partner sales organisation is a logical extension of the Lotus and IBM approach to business and that partners and customers will benefit. "Our partners are solution- and service-focused. So we`re building a more solid platform for them and developing common products and processes so they can account manage Lotus and IBM customers concurrently. "Distribution is simpler, purchasing is easier, invoicing is faster," he says, adding that from an economy of scale standpoint the new organisation and the Passport Advantage programme make good business sense. In addition to business partner and customer benefit Ayres says integration with its parent allows Lotus to add more value in terms of original equipment manufacture. He says Lotus/IBM`s OEM programmes are receiving a greater focus this year with Gregor Liddell dedicated to the role.
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