IBM empowering its channel to transform client business through emerging technologies
IBM has a 3-pronged strategy - building loyalty, extending capability and accelerating time to revenue. While aligning its partner strategies to emerging technology trends such as cloud, IoT, analytics, mobile and social, IBM works continuously with its partner community to accelerate development and delivery of cloud & AI solutions to its clients
Rekha Murthy, Director, One Channel - IBM India/South Asia throws more light on the channel roadmap and policies of IBM during a conversation with VARINDIA -
IBM has been focused on helping businesses in their digital transformation journey. The increasing adoption of technology as-a-service, cloud, AI, Blockchain by clients today is leading to an enhanced level of collaboration between technology vendors and solution providers. These trends mean that channel partners will need to factor in that they are updated and are able to build on their specialization to add value to customers.
To help partners plan for the future technology needs of customers, IBM is helping to not only ease the shift from legacy solutions to the cloud but also enhance them with emerging technologies.
IBM’s channel partner strategies are aligned to emerging technology trends such as cloud, IoT, analytics, mobile and social. It works continuously with its partner community to accelerate development and delivery of cloud &AI solutions to its clients and at the same time improve its partner end-to-end experience. Through its partner outreach, IBM builds, nurtures and grows a thriving and effective ecosystem where its partners can provide solutions, services, and value based skills to enable their client’s success.
“Our partner ecosystem team is uniquely positioned to deliver value-added solutions to transform client businesses by leveraging emerging technologies and relationships across channels, business units and supply chain partners,” explains Rekha Murthy, Director, One Channel, IBM India/South Asia. “This approach has made it possible for us to maximize partner value.”
She further continues, “We are focused on helping businesses with their digital transformation, working very closely with our ecosystem of partners across hybrid cloud, digital business automation, digital transformation, security and fraud detection, database management and analytics, customer experience and analytics solutions. In 2019, we see an opportunity in scaling growth in the IT Infrastructure space through our core offerings of SAP HANA on Power, High Performance Computing, PowerAI and Software Defined Storage as well as new industry and business solutions around blockchain, AI and cloud.”
Talking about its partner structure, IBM follows a 2-tier channel model. Value added distributors, Business Partners and System Integrators (SIs) form its basic ecosystem. IBM drives market reach and expansion in the enterprise and commercial businesses through an effective mix of these Business Partners.
IBM understands that the future of the channel market is experiencing a faster growth and key players want to be the “partner of choice”. However, only the business which can align to the changing environment and deliver will be able to best service their clients. Businesses will go to the customers with specifically designed solutions at an affordable price to maintain a higher return on investment. Implementation and management is also easier with a customized offering.
IBM will continue to strengthen its partner-first model across all markets, differentiating its unique portfolio and creating value for IBM and partners across all partner type. It will also work on increasing adoption of these solutions, improving partner experience and enhancing their skills on IBM platforms. Its award-winning global program designed to help its partners increase demand, grow their business, and improve profitability has been recently refreshed and enhanced with new content and offerings for partners to leverage such as -
• Refreshed Market and Competitive Intelligence site which partners can refer and take content from to up their game in market.
• Skills gateway
• Third party marketplaces where BPs can do digital shopping of IT solution
• Partner to Partner Connect