Sunday, August 1, 2010

Vendor Uses Friends to Kill Enemies

Longfellow told a story about a crafty crow who dropped a string of golden beads near a snake.  A man passing by saw the beads and, in order to retrieve them, killed the snake.  As the moral of the story, Longfellow wrote:
Method is more important than strength when you wish to control your enemies.

Sandy Carter, a VP for IBM, is applying Longfellow's story to the competitve world of BI software.  Not that IBM doesn't have strength that it could use, but this approach is classier than just banging together the heads of the other vendor's sales team.

She has promised incentives to IBM partners to go after other mega-vendors such as SAP, Oracle, HP, and Sun Microsystems.  In her "Up to Double Software Value Incentives (SVI)" campaign, Sandy will pay partners a bonus of up to 40% of the contract's value (twice what they would normally get) when they knock off a competitor's product.

In particular Sandy wants IBM Cognos partners to eliminate the following products from customers' shops:
  • Oracle Discover
  • Oracle Business Intelligence Publisher
  • Hyperion Enterprise
  • Pillar
  • Brio
  • Essbase

On the database side, Sandy placed a bounty on the head of SAP's Sybase to any partners who replace it with IBM's DB2.

(See my earlier blog about Boris Evelson's observations that everybody in the BI marketspace is now a competitor.)

Consolidation of the BI software market is going to happen naturally, but Sandy is using her creative side to speed it up and make things interesting.

1 comment:

electronic security mergers said...

It's very interesting to know about this post. It caught my attention about the title. I agree with Consolidation of the BI software market is going to happen naturally.

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I am a project-based consultant, helping data-intensive firms use agile methods and automation tools to replace legacy reporting and bring in modern BI/Analytics to leverage Social, Cloud, Mobile, Big Data, Visualizations, and Predictive Analytics. For several world-class vendors, I led services teams specializing in providing software implementation and custom application development. Based on scores of successful engagements, I have assembled proven methodologies and automated software tools.

During twenty years of technical consulting, I have been blessed to work with smart people from some of the world's most respected organizations, including: FedEx, Procter & Gamble, Nationwide, The Wendy's Company, The Kroger Co., JPMorgan Chase, MasterCard, Bank of America Merrill Lynch, Siemens, American Express, and others.

I was educated at Valparaiso University and the University of Cincinnati, graduating summa cum laude. In 1990, I joined Information Builders, the vendor of WebFOCUS BI and iWay enterprise integration products, and for over a dozen years served in branch leadership roles. For several years, I also led technical teams within Cincom Systems' ERP software product group and the custom software services arm of Xerox.

Since 2007, I have provided enterprise BI services such as: strategic advice; architecture, design, and software application development of intelligence systems (interactive dashboards and mobile); data warehousing; and automated modernization of legacy reporting.