Before 1999 IBM developed and marketed its own software solutions for various business sectors. In 1999, the company began its new strategy of increasing sales through alliances with independent software vendors able to influence business customers to run their software with IBM mainframe and middleware platforms and call on IBM services. IBM has now formed 70 strategic alliances with software market leaders and another 70 alliances with smaller developers, to a total of 140 premier alliances. U...

BPIR Categories

4.1.4 Develop & implement marketing strategy
13.1 Develop and manage supplier/customer partnerships

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