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IBM Opens Market Doors for Partners

IBM Corp. is helping shepherd increasing numbers of local software companies onto the global stage as they move outside of the comfort zone of their home markets. As well as software vendors looking to grow their revenue by developing an international business, increasingly customers are demanding that their technology providers can operate globally, according to Mark Hanny, vice president of ISV (independent software vendor) alliances with IBM. He was speaking this week at IBM's PartnerWorld conference in St. Louis.

IBM acts as a consultant to ISVs as they look to establish themselves in new markets. The vendor provides technical help, advice on the localization of their products, and how to get connected to local partners. IBM currently has 33 Innovation Centers around the world where partners can go to for such assistance or they can connect with the centers virtually. IBM expects to launch an additional three centers later this year, mostly likely in Eastern Europe. In many cases, IBM has had a presence in countries for decades, for example, having in operations in China for 50 years and in Brazil for 90 years. In those markets, "We are a local company," Hanny said.

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News source: PC World

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