Dassault Systèmes has announced implementation of a new channel management model designed to improve organisational efficiency and help IBM business partners better capture the growing PLM opportunities in the small and medium-sized business (SMB) market.
While IBM will continue to provide end-to-end, global PLM solutions, Dassault Systèmes will be responsible for operation of the sales channel of IBM PLM business partners in the SMB market in selected European countries and in the US.
Midmarket manufacturers will increase PLM spend at 16% CAGR* through 2008, according to an AMR report. The new Channel Management Provider (CMP) organisation has been established jointly by IBM and Dassault Systèmes to streamline their support to IBM business partners in the PLM market and help accelerate the transition of small and medium sized customers from CAD to full PLM implementations. In this new organisation, Dassault Systèmes will be in charge of the operational management (sales management, channel enablement and marketing programs) in the US, Germany, Switzerland, the United Kingdom, Sweden, Russia and the CIS countries (Commonwealth of Independent States), leveraging the success of the model already in place in France, Belgium, Monaco and Luxembourg.
This is the first of a series of agreements aimed at strengthening and transforming the IBM-Dassault Systèmes partnership to maximise the value of their PLM offerings. This will help customers, including SMBs, accelerate their on demand business transformation of which product lifecycle management is a key component and will help IBM and Dassault Systèmes increase their global PLM market share.
In this new model, the contractual relationship between IBM and its business partners in the PLM area remains unchanged as they continue to be IBM business partners. IBM will continue to have the overall responsibility of marketing, sales and support of its PLM portfolio of solutions.
"The SMB market is recognising the tremendous benefits that can be achieved by implementing PLM, says John Gaydac, director PLM Transformation, IBM Product Lifecycle Management solutions. "Together with Dassault Systèmes, we have agreed on a new and more efficient operational approach for channel management. This new level of teaming will allow IBM and DS, along with our business partners - to deliver increased value to our SMB clients, enabling them to realise the full value of PLM."