IBM PartnerWorld Value Net Connections

Business Partner Success Story

Bronze Drum Consulting and Cincom Systems use Value

Net Connections to expand their geographical reach and
boost their bottom line
Overview
 Value net:
Bronze Drum Consulting, Inc.
Cincom Systems, Inc.
 Value net offering:
End-to-end CRM solution
running on IBM WebSphere
software
 PartnerWorld benefit:
Value Net Connections
To empower IBM Business Partners of
all sizes, IBM PartnerWorld created
® with a value net account manager to
the Value Net Connections program.
Leveraging the program, IBM helps
Business Partners connect to develop
new and better solutions that enable
them to enter new marketplaces,
create new business opportunities
and increase revenue and profits.
Bronze Drum Consulting, Inc., and
Cincom Systems, Inc., have collabo-
rated to create their own value net.
This is their story.
Seeking a strategic partner relationship
Aiming to help companies of all
sizes speed time to value through
their development cycles, Bronze
Drum Consulting (Bronze Drum) offers
DeployAgility software. Based on the
IBM WebSphere ® software platform,
DeployAgility software simplifies,
speeds and standardizes the transition
between the Java™ Platform, Enterprise
Edition (Java EE) software development
environment and the subsequent qual-
ity environment. Wanting to expand its
sales channels and opportunities, the
IBM Business Partner joined the Value
Net Connections program and worked
find another company that performed
software installations and would benefit
from its standardization tool.
With a broader goal of simplifying and
improving business operations and
customer communications, Cincom
Systems (Cincom) seeks to grow its
revenue from its customer relationship
management (CRM) software busi-
ness. Realizing that it could improve
on its sales cycle times by streamlining

“Thanks to the Value Net Connections program, Bronze Drum can grow
and gain industry recognition faster than it could on its own. And our
value net partner, Cincom Systems, can offer its customers a complete
solution without growing its headcount.”
— Bronze Drum Consulting, Inc.

ibm.com/partnerworld/valuenet
 the prerequisite expectations for its
software, Cincom wanted a way to help
its clients secure the proper hardware
and WebSphere platform for its CRM
application. But without adding staff
or a services division to the company,
the independent software vendor (ISV)
was unsure of how it could simplify and
shorten its sales process.
Using the Value Net Connections
matching and profiling service, Cincom
worked with an account manager to
define its needs — and was matched
with Bronze Drum.
Providing a comprehensive solution
Working together, the two Business
Partners can now offer a total solution
for Cincom’s customers. Rather than
partially closing a sale and then waiting
for the customer to prepare its envi-
ronment, Cincom can now complete
the sale and leverage Bronze Drum’s
DeployAgility software, knowledge and
implementation services to launch its
CRM application for the client.
A win for both companies
The new value net solution helps
Cincom decrease its sales cycle time
by approximately 20 percent, thereby
freeing up its sales staff to follow more
sales leads, close more deals and drive
greater revenue. The relationship also
helps both companies expand into new
areas of business, as Cincom has tra-
ditionally specialized in the insurance
industry and Bronze Drum’s focus has
been in financial services.
ibm.com/partnerworld/valuenet
Since first starting their value net, the
companies have significantly expanded
their relationship. Bronze Drum, located
in New York City, now acts as the sales
arm for Cincom on the East Coast,
expanding Cincom’s geographic mar-
ketplace without expanding its sales
force. And because the DeployAgility
tool is bundled with the ISV’s CRM
system, the new total solution signifi-
cantly boosts Bronze Drum’s business
and bottom line.
The Cincom and Bronze Drum value
net is even a win for IBM: their solu-
tion inspired the IBM Smart Business
initiative, which aims to provide a new
and compelling opportunity to simplify
IT delivery for companies that lack the
time and resources to manage com-
puter systems. It is also designed to
provide Business Partners with access
to a broader range of global clients and
simplified integration capabilities, help-
ing to save time and money.
For more information
To learn more about Value Net
Connections and/or to register a
value net, visit:
ibm.com/partnerworld/valuenet
To learn more about Bronze Drum
Consulting, visit www.bronzedrum.com
To learn more about Cincom Systems,
visit www.cincom.com
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