IBM Explains How It's Spending $1 Billion on Partners
IBM channel chief David La Rose talks through new partner investments at IBM Think 2021.
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First on IBM’s list for partners is increased technical support. David La Rose, GM, IBM Partner Ecosystem, said the company has shifted more than 300 resources into technical partner architect roles. These are specialized in elements across its portfolio, including analytics, security, automation, power and storage systems.
Additionally, he pointed to IBM’s hybrid cloud build team. This aims to help partners migrate workloads, build proofs of concept and solutions on the hybrid cloud platform.
“Engaging with this team will enhance your win odds and accelerate your time to revenue,” said La Rose.
The second area of investment is competencies.
“Competencies create more value for you, and in turn, our mutual clients,” said La Rose.
“We’re developing a competency framework that is based on real market demand, designed to differentiate your specialization. Our competency framework offers a unified design across build, sell and service.
“Each competency offers a guided skills development. Achieving an IBM competency validates your specialization and unlocks aligned benefits.”
To achieve a competency, partners must demonstrate skills and sales success. For build and service, they need competencies in a relevant solution or service, said La Rose.
“There is technical validation that signals IBM’s confidence in your differentiated skills, and in your ability to get client outcomes.”
IBM today is expanding its portfolio with 10 new competencies. It didn’t detail them but said it is launching new role-based learning. This includes a training API that enables partners to integrate IBM’s courseware into their learning systems.
The third element of the $1 billion investment is benefits.
IBM is opening up its client centres to help partners, “co-create and showcase your solutions.”
These include demand-generation benefits through co-marketing funds, and a digital marketing platform for launch digital campaigns.
There are also new financial incentives to partners engaging in build and service tracks. These include a service engagement incentive and a proof-of-concept incentive.
“Many of you are already leveraging [our cloud engagement] funds. These help many of you deploy cloud packs, move workloads to our hybrid cloud platform, and modernize applications with OpenShift. When these funds are deployed, I see a win rate that doubles, and a speed to revenue enhanced,” said La Rose.
The exec also announced free access to IBM’s software access catalog for partners that join PartnerWorld today, for the remainder of 2020.
He added that the Red Hat Marketplace is also available to all partners. Additionally, La Rose flagged a new consumption platform for builders — Cloud Partner Center. This will launch in the coming months, he said.
Finally, La Rose announced new partner recognition program that will replace its Beacon Awards.
It is a new category that will recognize partners who deliver differentiated customer value in one of three areas.
These are:
· Winning against the competition.
· Leveraging IBM competencies and portfolio to win in the marketplace with mutual clients.
· Building solutions on IBM’s hybrid cloud platform with new clients.
As background, La Rose said IBM went all-in on hybrid cloud and AI with the acquisition of Red Hat. Since then it has been integrating OpenShift across its portfolio. Last October, IBM announced the spinoff of its managed infrastructure services business, Kyndryl.
“This really leveled the playing field for all of us, and all of you,” said La Rose.
As background, La Rose said IBM went all-in on hybrid cloud and AI with the acquisition of Red Hat. Since then it has been integrating OpenShift across its portfolio. Last October, IBM announced the spinoff of its managed infrastructure services business, Kyndryl.
“This really leveled the playing field for all of us, and all of you,” said La Rose.
IBM THINK — IBM is revealing how it is spending the just-announced $1 billion investment on its channel.
IBM’s David La Rose
Announced in conjunction with IBM Think, David La Rose, GM, IBM Partner Ecosystem, addressed partners Tuesday. He said there are three elements of the billion-dollar investment. It all revolves around competencies, training and new benefits.
La Rose lays it all out in the slideshow above.
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