IBM opens up PWIN programme

IBM has developed its PartnerWorld Industry Networks (PWIN) programme by giving greater rewards to Business Partners operating in the public sector and expanding the scheme to include more partners.

PWIN was originally launched to great fanfare two years ago when the vendor announced it was ploughing $1bn into the programme. At the time, IBM said it would look to focus partners on a vertical basis, and last week it announced that public sector partners would be the first to be rewarded with additional benefits (see box).

Kevin Condron, manager of marketing and channels, public sector, IBM UK, said: “At IBM, our business partners are recognised for their work with the public sector. These enhanced marketing, sales and technical resources will enable them to find new customer engagements and generate new opportunities.”

Kevin Drew, managing director of IBM reseller and ISV Triangle, said greater recognition in the public sector was good. However, he added: “While extra accreditations are appreciated, what partners really want is better protected margins in deals.”

Big Blue will also open out its PWIN scheme to greater numbers of integrators, ISVs and resellers, a move that received a mixed reaction.

Alan Crean, joint managing director at VAR Taurus Infomatics, said: “Partnerships and friendships are everything in business and PWIN delivers us a framework to build trust and cooperation with our application vendor and system integrator partners. After all you can not achieve presence in a market if you are standing alone.”

However, Drew said: “PWIN is a decent programme, there is real value in it. But opening it up to all of IBM’s partners will simply dilute this value and not give the benefits to those partners who invest in IBM.”