This document compares the partner ecosystems of IBM WebSphere and Microsoft BizTalk. It outlines the segmentation of each company's partners, describing the number and types of partners for each platform. It also details the partnership models and tiers for each company, outlining the qualifications, commitments, and benefits provided to partners at each level. Finally, it summarizes the collaboration, training, certification, and support resources offered by each company to help partners grow their business.

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IBM WebSphere
“Software for SOA environments that enables dynamic, interconnected business processes, and
delivers highly effective application infrastructures for all business situations” – IBM Website
 WebSphere Server
 100+ other applications and servers for industries and clients
 Limited internal application development (customization)
Product Offerings
Partner Ecosystem
 100+ partners ranging from small custom development
houses, to major OEMs. Long history of collaboration with
partner firms across all IBM software solutions
 Partners sell and manage software development projects
independently of IBM (ISVs, SIs, Resellers, etc), and
jointly with IBM’s sales team
 Numerous technical and business conferences and
roadshows to educate IT community about product
offerings and recruit business partners
Official Description
Actual Description Customizable IT middleware primarily implemented by business partner companies
Partner Incentives
 Membership grants access to marketing, selling, training,
technical and collaboration services
 Tiered level of membership unlocks greater access to IBM
sales teams and industry-specific standardized products
(pre-configured solutions)
 Integrated partner events with the rest of IBM’s business
suite

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Microsoft BizTalk Server
“BizTalk enables your organization to seamlessly integrate disparate systems
and connect business partners” – Microsoft Website
 25 “Platform Adapters” mostly centered on the MS Office suite
 Limited customization, even with business partners
 Specifically calls out RFID used with Windows Mobile devices, and SAP integration
Official Description
Product Offerings
•http://www.microsoft.com/biztalk/en/us/system-integrators.aspx?SortField1=SI&SortField2=RFID%20Solutions&SortField3=All
Partner Ecosystem
Actual Description Mostly prepackaged middleware solutions integrating with MS Office and legacy software
 100+ partners ranging from small custom development
houses, to major OEMs. See below for RFID specialists.
 SIs, ISVs and Hardware partners
 Free to join the partner program initially
Partner Incentives
 Recently revamped partner network, with error-prone
website
 Membership grants access to marketing, selling, training,
technical and collaboration services
 Tiered level of membership unlocks greater access to
Microsoft support

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IBM Websphere Microsoft BizTalk
Partner
Segmentation
(US Market)
• # of Partners: 159
• # of SI (System Integrator) Partner: 37
• # of ISV (Independent Software Vendor) Partner: 134
• Three Tier Partnership Model (PartnerWorld Program)
• # of ISV and IHV partners: ~41 (RFID specific solutions)
• # of SI: 20 (Industry specific solution around Microsoft BizTalk)
• # of Competencies: 2 (Application Integration and ISV)
• Four Tier Partnership Model (Subscription, Silver, Gold & Small Biz)
Partnership
Model
Member
(Entry Level)
- No Entry Fee
- $2000 for Business
Partner Value Pack
Min. Qualification:
- Online Registration
- Apply to Point Based
Model
Commitment: Not
specific and is based
on Point Model
(Refer)
Advance
(Adv. Skills)
- No Entry Fee
- $2000 for Business
Partner Value Pack
Min. Qualification:
- Member with
minimum 10 Points +
6 IBM Skills
Commitment: Not
specific and is based
on Point Model
(Refer)
Premier
(Exceptional Skills)
- No Entry Fee
- $2000 for Business
Partner Value Pack
Min. Qualification:
- Member with
minimum 30 Points +
12 IBM Skills
Commitment: Not
specific and is based
on Point Model
(Refer)
Silver
- Annual fee: $1850
Min. Qualification:
- 2 Microsoft Certified Professionals
(MCP)
- 1 individual who passes a
Microsoft Licensing Overview
- 1 individual who passes a Sales &
Marketing Competency
Commitment (ISV & AI):
- No Revenue
- 3 unique customer references
Gold
- Annual fee: $3800
Min. Qualification:
- 4 Microsoft Certified Professionals
(MCP)
- 1 individual who passes a Microsoft
Licensing Overview
- 1 individual who pass Sales &
Marketing Competency
Commitment (App. Integration):
- Revenue: $100,000 (and)
- 5 unique customer references
Commitment (ISV):
- Revenue: $50,000 (or) 12 wins
- 5 unique customer references
Partner
Business
Benefits
- Training : $5,000
- SW Demo Access
- Tech Support
- Training : $15,000
- SW Demo Access
- Tech Support
- Solution Assurance
Assistance
- Training : $50,000
- SW Demo Access
- Tech Support
- Solution Assurance
Assistance
- Critical Impl” Support
- 20 advisory hours
- 25 licenses
- 5 Visual studio and MSDN subs
- High search ranking
- Silver competency logo
- Licensing and online incentives
- 50 advisory hours
- 100 licenses
- 10 Visual studio and MSDN subs
- Highest search ranking
- Gold competency logo
- Solution, licensing and online
incentives
Partner
Growth &
Support
Collaboration:
- Marketing collaboration on Brand extensions, business partner ValueNet
connections, ‘Just Push Go’ for campaigns, Marketing Intelligence and IBV
Insights. Industry focused solutions
- Financial collaboration for providing range of financial options through IBM
Global Financing
Training and Certification:
- Business Partner Technical Sales Program
- Virtual Innovation Centers and PartnerWorld University
- Technical / Sales / Expert Level Certifications for Partners
Support: Online and On-site Support (24X7) with remote assistance
Collaboration:
- Marketing collaboration on customized campaign material and activity
guides, logo extensions and Pinpoint tool for recommendation
- Financial collaboration on tailored financing options using Microsoft
Financing
Training and Certification:
- Access to Microsoft Partner University for Large Account Resellers
- Access to Training partner Learning program
Support:
- Microsoft Volume Licensing Service Center to manage licenses
- Online 24X7 support