More and more Independent Software Vendors (ISVs) are creating partnership programs. These programs offer the partners increased access to the ISV products and technical support, in exchange for deeper levels of committment to the ISV, on the part of the partner. The structure of these programs is usually created in close collaboration with the partners. ISV Partner programs operate with an understanding that partners are a key ingredient to their success in pursuing Internet opportunities. While the ISVs concede that some partners will compete with them, there is a general acknowledgment that no single vendor has the bandwidth to develop and deliver the entire solution itself. In many respects, partnerships are a strategic necessity in this market because they help vendors and service providers handle issues of diversity and complexity within acceptable risk parameters. Given the rate of change in Internet-related markets, reducing risk is a key issue for partners and customers alike. Partner Programs have certain elements:
The companies that we have identified as desirable partners are: Oracle, SAP, J.D. Edwards, Factory Logic, Peoplesoft, Logility, i2, SeeCommerce and InterBiz. These companies are either market leaders in the automotive parts SCM industry, (Oracle, SAP) or have offerings that we believe have great potential in this market (Interbiz, SeeCommerce). These vendors understand that value of partnerships, and have formal partnership programs.
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This report was completed in October 2000 for the class B2B Electronic Commerce given by Prof. Carmel in the program of Management Of Global Information Technology at the Kogod School of Business at American University in Washington D.C.
