Smaller businesses are the lifeblood of the global economy

According to Rajan, SMBs have unique needs. That is why IBM has a healthy
and most diversified solution portfolio for the clients. excerpts from the
interview

How are you enthusing SPs to embrace IBM's solutions and offer them to
SMBs.

IBM is focused on building integrated, multi-product, IT solutions to help
SMBs innovate in today's challenging times. Our solutions are exclusively
designed for SMBs with high flexibility and better RoI in mind rather than
simply repackaging enterprise solutions at a cheaper rate. The design of the
solutions is driven by the right solution, right package, and right value
proposition that meet their need in consultation with channel partners.

SMBs have unique needs and that is the reason we have a healthy and most
diversified solution portfolio for our clients. We combine the hardware,
software, applications and services together to tailor-made a complete
end-to-end transformational solution for a customer.

Our solutions draw insight from consultation with a large number of channel
partners to test and validate the bundle's value proposition, configuration,
price point, marketing message and customer reception.

Our solutions and services are span all major industries, including financial
services, healthcare, government, automotive, telecommunications and education,
among others. Indeed, it is the diversity and breadth of our portfolio-spanning
hardware, software, services, research, financing and technology that uniquely
differentiates IBM from other companies in the IT industry.

What is your channel strategy?

Our first priority is to develop the existing partners through training,
solution enablement and attrition management. Our channel initiatives are in
tune with evolving partner needs, understanding their primary growth drivers and
establishing a two-way communication channel with them. We work closely with our
Business Partners and enable them through learning and training, skill
enhancement, finance options as well as innovative marketing outreach.

What is the financial assistance that IBM offers to the partners?

In partnership with IBM Global Finance (IGF), we also help arrange flexible
payment terms for our clients and partners. Our aim is to help clients manage
their IT acquisitions and operational costs, allowing them to invest for growth.
Business Partners can exploit the power of their inventory and cash flow to
obtain low-cost working capital for their business. By doing so, they can
increase IT purchasing power and conserve financial resources for their core
business requirements. IGF's web based financing tool for Channel Partners
(Rapid Online Financing) is specifically aimed at providing solution for lower
size deals. This tool provides a convenient way for Channel Partners to obtain
quotes right through to contract preparation.

At a macro level, how is the business intelligence solutions space is
prevailing in India? Are SPs showing any inclination towards it? How is IBM
furthering its interest?

We expect that by 2010, the codified information base of the world is
expected to double every 11 hours. Data is exploding in every walk of life, in
every part of the world, and its nature is changing to machine-generated from
sensors, RFID, meters, GPS systems and more. With the expansion of information
the industry is witnessing large variances in the complexion of the available
data ? very noisy with lots of errors and no time to cleanse in a world of
real-time decision making. No doubt, businesses are under pressure to tap into
the intelligence of the entire value chain, correlating insights and
anticipating opportunities and threats. IBM is singularly able to address this
need based on its ability to integrate a deep understanding of IT systems,
cutting-edge technologies, the capabilities of partners and meaningful business
insights to drive better optimization.

As many organizations are targeting midsized organization, how is IBM's
strategy unique from others?

Our smarter planet initiative is about helping businesses to make better
decisions, use energy efficiently, eliminate information technology complexity,
and work smarter by helping employees, customers, and suppliers to communicate
and collaborate regardless of where they are located. Smaller businesses are the
lifeblood of the global economy and smarter planet provides a great framework
for helping these companies take out cost, boost productivity, and grow.
Recently, we announced the application of IBM's smarter planet initiative to the
midmarket. This involves helping midsize businesses better analyze data, become
greener, work smarter, and build an information technology infrastructure that's
dynamic, flexible and easy to manage.

How is IBM persuading mid-sized companies to embrace new technologies?

Our solutions offers SMBs the diversity and breadth of portfolio-spanning
hardware, software, services, research, financing and technology that uniquely
differentiate IBM from other companies in the IT industry. We are focused on
building integrated, multi-product, IT solutions to help SMBs innovate in
today's troubled times. Our solutions are exclusively designed for SMBs with
high flexibility and better ROI in mind rather than simply repackaging
enterprise solutions at a cheaper price. Every part of the company, including
our industry-leading R&D team, our global financing unit, and our global network
of business partners, is focused on providing innovative solutions uniquely
developed for mid-size companies.

Please brief about IBM Cognos Express

The midmarket is seeking faster and more affordable business analytics
solutions that can give them the information insights they need to effectively
navigate through these difficult times ? but without the costs and complexities
that come with traditional enterprise solutions. To address this gap, IBM
recently launched a set of new offerings to respond to this growing mid-market
need. We have launched IBM Cognos Express, specifically designed and priced for
mid-sized clients. As a pre-configured, single offering that can be deployed in
a matter of hours, IBM Cognos Express enables midmarket executives to quickly
launch their business analytics strategy and then evolve it as their needs grow.

N Vasudevan

vasudevann@cybermedia.co.in