Has IBM worked up a unified SOA story for business people that makes sense to them?
Liebow: Unified is the key word. We have a unified sales approach across IBM. Before we even walk into the client. will do the planning for the best approach for them. Then we discuss it with the client in a structured workshop. Then we’ll lead to a plan – maybe it takes an internal white paper – to articulate the initiative across their business. The reality is you’ve got to show some tangible value to move things forward. From the business perspective is it always mostly going to be about ROI, so you don’t need to talk about the specific technology? Liebow: The conversation really starts with the business process. It’s much more about the pain points than about the underlying implementation. There may be domain issues. Cultures being cultures, you have organizations that have made commitments to certain tools and platforms. You have organizations that are sensitive to their own capabilities or lack thereof. You have a host of different challenges. So you can have the enterprise archi
