As revealed by CRN Online, Big Blue acquired ISS for $1.3bn and said that it intended to position ISS as a business unit within IBM’s Global Services’ Security organisation.
Speaking to CRN, Jaap Smit, senior vice-president EMEA at ISS, said the two vendors have been partners since 1999.
“The message we want to send to our channel partners is not only do we want to operate as a separate business unit in IBM, but we are keeping all of the elements that make us successful,” he said. “Part of what makes us so successful is our route to market, which is the channel. We value our distributors and resellers as much as we value our products and employees.”
Smit said the firm intends to keep all its current contracts and stick to its product roadmap.
David Ellis, director of e-security at ISS distributor Computerlinks, said: “In the medium term it is something we are fairly comfortable with, and I don’t think resellers should be worried. ISS business is growing and on a product level it makes sense to integrate IBM’s management products with ISS security technology.”
Scott Fletcher, chairman of ISS Platinum partner Bios, said: “It’s a case of wait and see, but I hope it remains focused as a smaller business unit within IBM so we can continue to work with it as we have in the past.”
Marc Chambault, director of vendor partnerships at Integralis, also a Platinum partner, said: “For us it is business as usual. IBM is most interested in the ISS services offering, which doesn’t compete with our ISS business. In the long term it is a win-win situation all round because the IBM and ISS customers we deal with are quite well aligned.”
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