IBM launches panel to discover start-up allies

Panel joins Big Blue venture capital group to help it find partners that will develop on its platforms

IBM’s channel partners could benefit from the addition of an advisory panel to help Big Blue’s venture capital group identify start-up companies. IBM hopes the start-ups will develop products and services based on its architecture for its partners to sell.

The panel includes seven venture capital firms, including the UK’s 3i group. It will meet four times a year to discuss emerging companies IBM might partner with.

Mark Hatton, vice-president of ISV alliances and partner programmes worldwide at IBM, said partners will receive non-financial support, such as sales prospects and advice. “This is an essential part of our strategy. We will provide a development infrastructure to help start-ups in emerging technology markets,” he said.

The venture capital programme enables start-ups to use IBM’s products, and encourages them to develop compatible applications.

Hatton said IBM’s channel partners will benefit. “The more we can meet new firms, the more demand there will be for IBM’s products through the channel. These start-ups will take us into new markets, which will result in opportunities for our channel partners in exciting areas,” he said.

Ian Wesley, IBM research director at Ovum, said: “The channel will have to wait a while before it sees any real benefits from this. IBM is showing signs of thinking about its partners more carefully.”

Jo Taylor, head of venture at 3i, said: “We look forward to continuing this dialogue as part of the advisory panel and finding ways to collaborate with the companies of tomorrow.”

Since 2000, IBM has used its venture capital department to identify a number of potential acquisitions. In March it acquired data integration vendor Ascential Software for $1.1bn.