IBM intends to reorganize its sales force and increase spending on partner programs to boost sales of its software.
Over the course of 2004, the computing titan will take a number of actions to accelerate software sales with an industry-specific orientation, according to Tim Breuer, the director of public relations for IBM's software group. By the end of next year, the company plans to have over half of its sales force trained with both technical and industry expertise, he said.
At the same time, he said, IBM will increase investment in existing partner programs to accelerate the delivery of applications, built on its software, that are specialized for vertical industries. For example, IBM will extend its ISV Advantage program to entice partners to build industry-specific editions of their applications for small and medium-size businesses. Read