IBM Looks to Channel for UC Push

By Lisa Vaas  |  Print this article Print


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Big Blue's $1B Unified Communications program will rely on channel partners to capture the what analysts say is a rich opportunity for sales in small and midmarket companies.


On March 10, IBM vowed to make a major push into UC, starting with its new Lotus Sametime Advanced software and going far beyond that into a three-year plan that will encompass acquisitions, internal development and new services.

IBM dangled figures from IDC that predict the market for UCC (unified communications and collaboration, which includes e-mail, instant messaging and voice-over-IP products) will rise above the $17 billion mark by 2011. But conspicuously absent from Monday's news was any talk of catering to the midmarket or smaller enterprises.

Instead, Steve Mills, senior vice president of IBM's software group, put the emphasis on the enterprise, saying IBM is the vendor to go to for "carrier-grade" UCC, meaning UCC that's ubiquitous, highly reliable and can scale to thousands of seats.

Read the full story at midmarket.eweek.com



Lisa Vaas is News Editor/Operations for eWEEK.com and also serves as editor of the Database topic center. Since 1995, she has also been a Webcast news show anchorperson and a reporter covering the IT industry. She has focused on customer relationship management technology, IT salaries and careers, effects of the H1-B visa on the technology workforce, wireless technology, security, and, most recently, databases and the technologies that touch upon them. Her articles have appeared in eWEEK's print edition, on eWEEK.com, and in the startup IT magazine PC Connection. Prior to becoming a journalist, Vaas experienced an array of eye-opening careers, including driving a cab in Boston, photographing cranky babies in shopping malls, selling cameras, typography and computer training. She stopped a hair short of finishing an M.A. in English at the University of Massachusetts in Boston. She earned a B.S. in Communications from Emerson College. She runs two open-mic reading series in Boston and currently keeps bees in her home in Mashpee, Mass.

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