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DAILY NEWS AND INFORMATION FOR THE GLOBAL GRID COMMUNITY /
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Systems/Enterprise:
CALLIDUS, IBM DELIVER COMPENSATION SOLUTIONS TO PHARMA INDUSTRY
Callidus Software and IBM announced a global strategic alliance to deliver
comprehensive incentive compensation solutions to the pharmaceutical and life
sciences markets. This initiative builds on Callidus and IBM's existing
alliance and track record of success with customers in the insurance, banking
and telecommunications industries. Callidus Software and IBM offer life
sciences customers comprehensive and industry-specific incentive compensation
solutions that align employee and channel partner performance with corporate
objectives.
Companies in the life sciences industry are operating today in an environment
of increasingly complex sales channels and sophisticated commission
structures. To stay competitive and increase profitability, they need to
implement an incentive system that offers great flexibility in compensation
plan design and extreme scalability in handling plans with thousands of
participants and millions of daily transactions. The joint IBM and Callidus
Software solution is uniquely suited to address pharmaceutical companies'
specific requirements and provides the capability needed to maximize their
return on investment.
"Corporate alignment and sales effectiveness are key challenges facing the
pharmaceutical industry today. By developing and managing a strategic
incentive compensation strategy, pharmaceutical companies can increase profits
and improve sales productivity and performance while reducing costs," said
Richard J. Riegel, vice president for solutions marketing for IBM Healthcare
and Life Sciences. "Callidus' EIM solutions, combined with IBM's open
infrastructure products as well as our consulting and integration services,
provide a total solution for life sciences companies that want to streamline
and automate their incentive compensation systems."
Under the terms of the agreement, the two companies will jointly market the
Callidus TrueComp solution to help pharmaceutical and life sciences customers
accelerate Enterprise Incentive Management implementations, making use of
IBM's e-business on demand infrastructure and Callidus' rules-based Grid
computing architecture that provides scalability on-demand. Optimized on IBM
WebSphere, DB2 Universal Database and eServer pSeries, the joint IBM and
Callidus EIM offering not only meets pharmaceutical organizations'
requirements for scale and flexibility, it can also offer a lower total cost
of ownership due to the outstanding performance of IBM's hardware and software
stack. As part of the alliance, Callidus will continue to leverage IBM's deep
expertise and solid relationships in the pharmaceutical market to extend its
reach. Additionally, IBM will provide business consulting, customization and
integration services for the joint IBM and Callidus solutions.
"Our global strategic alliance with IBM has been a powerful asset in
delivering successful implementations of Enterprise Incentive Management
solutions to our joint customers," said Christopher Cabrera, senior vice
president of Callidus Software. "As pharmaceutical companies continue to
realize the benefits of developing an appropriate incentive strategy, Callidus
and IBM will work together to ensure that our joint customers continue to
leverage EIM systems to maximize their business objectives and build
shareholder value."
The strategic alliance with Callidus Software is another example of IBM's
commitment to go-to-market with leading independent software vendors (ISVs)
through the PartnerWorld for Developers program. Under this initiative, IBM
has signed agreements with recognized software leaders. These alliances target
industries such as financial services, retail, pharmaceutical, manufacturing,
along with solution segments including enterprise resource planning, supply
chain management, customer relationship management and business intelligence.
The goal is to provide developers with access to new customers and revenue
opportunities through IBM's marketing, sales, and solutions resources. In
return, developers commit to lead with IBM's middleware, server platforms and
services in offerings to customers.
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