Siebel signs IBM exec as CEO

IBM has named Doug Elix sales chief as Mike Lawrie departs to take up the chief executive's chair at Siebel Systems, replacing Tom Siebel.

Mike Lawrie is leaving his role at IBM as senior vice president and group executive, sales and distribution. He officially becomes CEO of Siebel Systems Tuesday in the US.

Though relinquishing the CEO spot, Siebel founder Tom Siebel will retain his role as chairman.

Tom Siebel has reportedly said he had decided more than a year ago to separate the roles of chairman and CEO to 'strengthen leadership in the executive team'.

Lawrie is expected by some US commentators to bring a less-egocentric approach to management than the company's founder -- reportedly famous throughout Silicon Valley for his bristling temper.

'What is expected of application software is shifting,' said Lawrie in response to a question on the Siebel's direction.

 'Customers are demanding more value, more expertise and a return on their investment in a shorter time frame. The bar has been raised for all players in the industry to focus on customers and their problems and help deliver value. Those who do that will separate from the rest of the pack.'

Doug Elix replaces Lawrie as senior vice president and group executive at IBM Global Sales and Distribution. Elix has been assigned to bolster 'the teamwork and collaboration between sales, industry sectors and services', according to an internal document examined by CRN.

Lawrie spearheaded the IBM-Siebel alliance on a CRM On Demand offering.

Mike Borman, general manager of IBM Global Business Partners, who oversees the 90,000 IBM Business Partners worldwide, will now report to Elix. Borman previously reported to Lawrie.

'This should be viewed very positively by business partners looking to expand their services business,' Borman said in a statement.

'We've been on a journey to break down the internal walls and make it easier for partners to sell complete solutions. That's what the integration of IBM's four separate PartnerWorld tracks into a single IBM PartnerWorld is all about. Doug Elix coming to Sales & Distribution will only bring greater co-operation with IBM Global Services and enable Business Partners to sell more services,' he claimed.

IBM is also moving John Joyce from his CFO slot to become senior vice-president and group executive of IBM Global Services. He will report to IBM Chairman Sam Palmisano, according to a memo from Palmisano sent to IBM employees this week in the US.

Mark Loughridge is the new senior vice president and CFO. Loughridge has served as controller and worked for IBM in Europe and was most recently head of IBM Global Financing.

Elix has made significant progress in the past several years getting IGS to work more closely with Business Partners.

Laurie Benson, CEO of Inacom Information Systems in the US, said the changes--particularly Elix's appointment--are a plus for IBM partners.

'This has solutions and partnering written all over it. To choose someone with the services background to be in the umbrella position with responsibility of overall sales has solutions written all over it. Elix has taken a leadership role with his willingness to be creative and innovative in getting IBM Global Services to work with the channel, specifically with [Ingram Micro's] VentureTech,' Benson said.

One highlight of Elix's five-year tenure as IGS boss is the principles of engagement launched last year aimed at fostering sales cooperation between IGS and Business Partners.

Elix also was responsible for signing off on IGS' landmark pact with the VentureTech Network, which is expected to account for more than US$40 million in IGS-VentureTech deals this year.