IBM Unveils New Sales and Marketing Resources for Partners in Travel and Transportation Industries

IBM today announced new comprehensive sales, services and marketing support for Business Partners serving the travel and transportation industries. For the first time, IBM is equipping hospitality, airline, freight and logistic vendors with a comprehensive set of resources to help them better understand their target customer, address customer pain points and sell more effectively in their industries.

Delivered through the PartnerWorld Industry Networks, IBM's tailored go-to-market resources will assist a growing roster of companies capture growth in the global transportation industry, an industry that Datamonitor projects will expand by 25 percent between 2005 and 2010. IBM developed these resources to meet the overwhelming demand from partners to work with the company to target new customers in the airline, travel, hospitality and logistics businesses.

Customers in the global transportation industry face a host of business challenges that they need help solving. IBM offers the industry's deepest sales and services expertise in areas such as asset management, business process optimization, supply chain integration, safety and security, and customer loyalty. IBM can help Business Partners and application providers build targeted applications for supply chain management, customer relationship management and logistics management.

Fleet Management provider, WebTech Wireless, is planning to join the Partnerworld Industry Networks for Transportation and Travel.

"WebTech Wireless is excited that IBM has established a program for the Travel and Transportation Industries," said Anwar Sukkarie, President and CEO of WebTech Wireless. "IBM's technology and resources are key enablers to help WebTech more effectively reach customers and exceed their expectations in products and quality of services. WebTech looks forward to taking advantage of IBM's comprehensive telemarketing, direct sales initiatives, webcasts, and educational support that PartnerWorld Industry Networks fosters."

The move is a major step by IBM to boost the profitability and productivity of business partners who are building and selling technology and transportation solutions. As part of its $1 billion investment in joint sales and marketing activities delivered through the Industry Networks, IBM has employed proven tactics to increase business partner visibility and opportunity in the marketplace. By leveraging IBM's direct mail, telemarketing and advertising resources, business partners have reported lead generation rates of up to four times the industry average. IBM's new resources are designed to strengthen the market demand for, and adoption of, business partner solutions built on Power architecture.

Gaining Customer Marketshare

Today's news builds on IBM's commitment to offering the broadest range of hardware, software and services resources to help business partners build innovative solutions, generate customer demand and expand their market presence.

Since launching the PartnerWorld Industry Networks program two years ago, more than 10,000 partners have joined the program and have successfully marketed and sold their solutions with IBM. More than 4,200 partners have teamed up with IBM in the banking and financial services industry, 3,500 partners in the healthcare and government industries and 1,000 partners in the automotive industry.

IBM has networks covering 15 industries across 60 countries in the banking, financial markets, healthcare, life sciences, retail, and telecommunications industries to bring joint solutions to market faster, industry-by-industry, reflecting how customers are buying technology today.

The PartnerWorld Industry Networks provide business partners with unmatched go-to-market sales support and technical resources that are specifically tailored to their industry requirements. Highlights of the networks include:

--  Access to IBM's worldwide sales network to help close business deals.
    IBM Sales Connections connects a qualified business partners working an
    active sales opportunity with an IBM sales team or business partner that
    can best help to close the deal.  In just a few easy steps, partners can
    submit an online request form that includes information on the sales
    opportunity, prospective customer and the benefits of the joint solution.

--  Financial support for marketing campaigns to help partners generate
    new business opportunities and leads.  Business Partners can access
    professional marketing support and pre-negotiated rates to run effective
    marketing campaigns that generate increased awareness and sales leads.

--  Worldwide access to new virtual workshops on Power Architecture
    through the IBM Virtual Innovation Center. Developers can access these
    workshops online and complete the courses at their own pace.

--  IBM announced that PartnerWorld Industry Networks members will have
    access to IBM's Research division in the second quarter. This allows for
    even closer technical collaboration between IBM and its partners.