Business & Economics
2002 IBM Corporation Confidential | Date | Other Information, if necessary July 19, 2018 Building Partnerships A Review of different Partner programs Presented by Tracy Ragan CEO, Catalyst Systems Corporation Eclipse Member since 2002 Eclipse Foundation, Inc. 3 top reasons to Partner? 1. Increased Market exposure. 2. Improved Communication for sharing technical information. 3. Its good to have friends to help solve customer problems. Eclipse Foundation, Inc. Common Types of Partnerships Alliance Partnerships Re-Sellers System Integrators Solution Providers Eclipse Foundation, Inc. Alliance Partnerships Focus on sharing technology and working with customers Goal is to solve customer problems when two technologies must work together and a commercial integration is not available. Eclipse Foundation, Inc. Re-Sellers Focus is on product sales. Partners who have common tools can share leads or distribute partner products. Tip consider a Solution Provider agreement as well when working as a re- seller. Eclipse Foundation, Inc. System Integrators Focus is on improving technology with "best of breed" solutions. Goal is to build commercially supported integrations between software solutions with a strong common ground. Tip consider a Solution Provider agreement as well when working as a re- seller. Eclipse Foundation, Inc. Solution Providers Focus is on Consulting Services. Goal is to provide customers with certified consultants for product installation and implementation. Eclipse Foundation, Inc. Examples of Partner Programs IBM Business Partner If you have an Eclipse Plug-in, consider submitting it for validation under the IBM-SDP for "Ready for Rational". Benefits: Immediate recognition by the IBM customer base. Shared marketing opportunities. Go to - http://www-1.ibm.com/partnerworld Speak to Donna Rowe or Stephen Lauzon, IBM Business Development IBM SDP Eclipse Foundation, Inc. Examples of Partner Programs Borland Technology Program Benefits Access to critical information for building integrated solutions with the Borland products. Exposure on the Borland Global Partner directory Go to http://www.borland.com/us/partners/become/te chnology.html Eclipse Foundation, Inc. Examples of Partner Programs Computer Associates Channel Partner Program Embedded Technology Benefits: Access to CA solutions for integration Exposure as a CA Channel Partner Go to http://ca.com/channel/cpp/isv.htm Eclipse Foundation, Inc. Example Partner Programs Serena Technology Alliance Partner Benefits Integration into the Serena Software Solutions. Global exposure as a Serena Technology Partner. Go to http://www.serena.com/partners Eclipse Foundation, Inc. Example Partner Programs MKS Technology Partner Benefits: Integration of complimentary technologies. Shared customer relationships. Exposure as a Technology partner. Go to: http://www.mks.com/partners/programs Eclipse Foundation, Inc. Summary Tips: Look for partner programs that give you access to solutions that have an affinity to your own. Ask to have the program customized to your particular needs. Before joining look at the overall cost of the program and cost of customizing your solution. Ask about shared marketing opportunities. Coordinate the different partnerships i.e., Re-seller and Solution Provider.