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
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.