In need of a trigger: Report from Rational Software Conference 2009 | ZDNet
Summary
Yet beyond the tendency of sales teams to focus on products like Build Forge (one of its better acquisitions), the company has not developed the national consulting organization it needs to do solution sells. In some cases, Rational has been its own worst enemy as it talks strategic solutions at the top, while having mindlessly culled some of its most experienced process expertise for software development during last winter’s IBM Resource Action. A logical partner might be the program management profession, which is tasked with helping CIOs effectively target their limited software development resources. Rational’s cloud strategy is part of a broader-based strategy for IBM Software Group, which in the long run could use the cloud as the chance to, in effect, “mash up” various tools across brands to respond to specific customer pain points, such as application quality throughout the entire lifecycle including production (e.g., Requirements Composer, Quality Manager, some automated testing tools, and Tivoli ITCAM, for instance). Smarter Products as a strategy offers inviting long term growth possibilities for IBM Rational, but at the same time, requires lots of spadework first.
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