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IBM Drives Its Global Business Partner Expansion Into High Gear


$100 Million Earmarked in 2006 to Deliver IBM Offerings and Services to SMB Clients Through Local Resellers; Express Seller Global Sales Up Over 50 Percent Year to Year

ARMONK, NY - 16 Aug 2006: The IBM Corporation (NYSE: IBM) is reaching out to thousands of local IT resellers around the world -- including those who sell competitor products -- with a $100 million global drive, recently named “Express Track.” This drive is part of IBM’s ongoing SMB market expansion focus throughout 2006, targeting increased mid-market sales of IBM technology solutions through IBM’s primary SMB channel, IBM Business Partners.

The Express Track drive includes increased IBM coverage and enablement support for IBM Business Partners. In addition to offering demand generation, IBM has also added over 300 people worldwide to provide coverage and enablement for local IT resellers, who are often the preferred and trusted IT provider for small and medium sized businesses.

IBM Business Partners are the keystone to deliver technology solutions to mid-market clients and drive over half of IBM’s sales in the SMB marketplace. IBM’s fast growing Intel and AMD-based System x and BladeCenter server lines and entry level storage solutions represent a significant part of these sales.

Donn B. Atkins, general manager, IBM Global Business Partners, explains: “Earlier this year I announced we would enlarge our active Business Partner base by 5,000 globally, to develop a firmer foothold in the SMB market. Our worldwide results are strong: In the first half of this year, we enlisted over 2,500 Business Partners. Express Track builds on this success and provides local resellers with resources to deliver competitive IBM solutions to their clients.”

Express Seller boosts SMB sales

IBM has also experienced improved sales with IBM Business Partners through the Express Seller initiative, which allows IBM Business Partners to rapidly deliver affordable and leading technology to help meet the business needs of SMB clients. “We’re headed in the right direction,” continued Mr. Atkins. “In the second quarter of 2006, global sales driven by IBM Business Partners through Express Seller increased over 50 percent year to year.”

“Based on their SMB clients’ requirements, IBM Business Partners are progressively expanding their portfolios to incorporate services and solutions,” he added. “We are broadening Express Seller by including more software and services offerings and making it available worldwide. This is part of our unwavering commitment to enable profitable growth for all of our Business Partners. It is the value proposition that really earns -- not dictates -- a Partner’s loyalty,” Mr. Atkins concluded.

Through Express Seller, IBM Business Partners have access to optimized configurations of IBM System x and BladeCenter servers, storage and related components. Also included are valuable IBM demand generation and sales enablement tools, fixed pricing and simplified terms and conditions.

Quick and easy

To expedite membership in IBM’s award-winning PartnerWorld program, Express Track offers an online fast path to IBM Business Partners. By clicking the “Express Track” graphic on IBM’s PartnerWorld portal, IBM Business Partners can register or reactivate their status with IBM and immediately tap into IBM’s PartnerWorld Express Advantage portal. Launched in March 2006, PartnerWorld Express Advantage provides comprehensive mid-market specific benefits and resources within PartnerWorld that help IBM Business Partners sell Express products, solutions, and services. Highlights include powerful assets like the SMB Sales Dashboards, IBM’s Attach Connector cross-selling tool and the reward-based Know Your IBM education offering. Links to all of these resources can be found on the Express Track by visiting

About IBM
IBM is the world’s largest information technology company, offering a host of cross-industry and industry-specific solutions designed to help companies of all sizes become on demand businesses. Together with its Business Partners, IBM is transforming the way companies operate and innovate.

About IBM PartnerWorld
PartnerWorld is a worldwide program for IBM Business Partners that offers sales and marketing tools, skills building courses and technical support to create new opportunities designed to help you grow your business and drive increased profit. It encompasses the entire portfolio of industry-leading IBM technologies, products, services and financing. For more information on teaming with IBM please visit:


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