From the IBM channel strategy in mind.docVIP

 PAGE \* MERGEFORMAT 3 From the IBM channel strategy in mind In the current highly competitive IT market, technology and product differentiation is becoming increasingly smaller, we have adopted a number of vendors without any intent to ‘Action’ can be seen, the channel is becoming the new ‘focus of competition’. In May this year, IBM has begun to implement its ‘Seed Program’, and vigorously support those who can fully cover the medium-sized cities outside of customers in the region’s business partners, as well as the development of industry application solutions with the ability of new forces. At the same time, IBM is also preparing their existing agent and a variety of business partners to provide multi-level technical and management training, particularly to the successful experience of foreign countries are systematically introduced to each partner, in order to consolidate, development and business partners long-term strategic cooperative relations. It is reported that the ‘Seed Program’ and its partners in the IBM selection based primarily on three basic principles: first, is the ability to fully understand customer needs and the ability to develop and promote targeted industry solutions. Second, can cover large areas outside of large cities, in order to provide direct support to local users. The third is to establish long-term co-operation IBM has with the concept. It is noteworthy that in a recent media forum, IBM vice president of Greater China, Mr. Qian Daqun told reporters: ‘Seed Program’ and put just a few months already has received nearly 2000 vendors in response to the end of the year will be absorb about 300 partners, and they will receive certification and awarding IBM. But with a common vision and the principles of complementarity, IBM hopes next year to absorb 1,000 partners, including certification and awarding will be to reach 500. We believe that we can go hand in hand with these partners. Suddenly the content of the above reminds me o