IBM Corp is establishing a new business unit dedicated to selling hardware, software and service to internet service providers. The unit, which is fairly loosely defined – IBM will not say how many people are involved or give any revenue projections – is part of the company’s global industries group. It will act as the company’s focal point for ISPs, now that IBM is no longer one itself; it is in the final phase of selling the IBM Global Network to AT&T Corp (12/09/98).
The initial focus is on ISPs serving the burgeoning small to mediums-sized business market. They will be able to sign up for three levels of partnerships status: member, advanced or premier and will gain early access to IBM technology. Enrollment starts on IBM’s web site May 3. IBM will set the levels based on skills, revenue and other requirements. The company will also eventually target the large ISPs, with its messaging, collaboration tools and Lotus Notes. IBM will also connect ISPs with its other business partners where it does not have the required skills itself. These partners include VARs, ISVs and systems integrators, among others. IBM says it will offer hardware across the range of operating systems, running on Windows NT, Unix, Linux and AS/400s.
