Close
  • Latest News
  • Artificial Intelligence
  • Video
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
Read Down
Sign in
Close
Welcome!Log into your account
Forgot your password?
Read Down
Password recovery
Recover your password
Close
Search
Logo
Subscribe
Logo
  • Latest News
  • Artificial Intelligence
  • Video
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
More
    Subscribe
    Home Latest News
    • PC Hardware

    IBM Has Come a Long Way

    Written by

    eWEEK EDITORS
    Published March 27, 2006
    Share
    Facebook
    Twitter
    Linkedin

      eWEEK content and product recommendations are editorially independent. We may make money when you click on links to our partners. Learn More.

      Its good to be an IBM partner these days.

      The Armonk, N.Y., computing giant is bending over backward to prop up its partners, giving them unprecedented access to technical research, boosting the profitability of selling the companys software and encouraging partners to collaborate on projects they cant take on alone.

      Other IT vendors should be closely watching IBM to get some pointers on how to treat their partners. It wasnt always so, but IBM has come a long way in recent years to build a channel infrastructure that not only challenges partners but also rewards them for their efforts in boosting the brand. IBM is setting a new standard.

      Informing the vendors channel-friendly strategy is the recognition that channel partners, be they ISVs, VARs, system integrators or consultants, are the key to IBMs future growth.

      IBM realizes, for example, that if it has any chance of gaining traction in the SMB (small and midsize business) space, it must do so in cooperation with the local VARs, who have a deeper understanding of customers in that space than anyone else.

      The company disclosed during its annual PartnerWorld conference in Las Vegas March 12-15 that it plans to recruit 5,000 partners worldwide to get the brand into the SMB space. IBM also launched Express Advantage, a set of services for SMBs.

      The SMB market, though vast and dynamic, traditionally has eluded the big IT vendors because, in focusing primarily on large customers, vendors werent very interested in the SMB market.

      It would be easy to dismiss IBMs SMB channel play as merely a jump on the bandwagon, since every other vendor is tripping over itself to do the same. But Big Blues other channel moves of late have demonstrated a level of commitment to partners that is unrivaled in some ways. For example, the company has upped the level of compensation for partners that participate in software deals. Partners stand to earn as much as 40 percent of the value of the sale.

      Partners qualify for commission by playing a role in any part of a deal: identifying the opportunity, negotiating the deal, closing a sale or handling fulfillment. This model recognizes partner influence, in that an ISV may register a lead and help negotiate a sale but not deliver the product. A VAR can step in to handle that piece of the transaction, and both the ISV and VAR benefit.

      In addition to partner compensation, IBM is pushing technical innovation. To that end, the vendor is opening the door to its researchers so partners can work closely with them to develop innovative solutions for customers.

      In a complementary move, IBM launched ValueNet, a program that encourages collaboration among solution providers to handle customer projects.

      Partnering is a growing trend in the channel but typically is initiated by the partners themselves when they have a need; partners are less likely to agree to collaborate if they are being pushed by a vendor to do so. Channel companies have an interest in protecting their turf, be it geographical or technical, so trust is essential.

      How successful IBM can be in getting partners to trust each other, unless they already have worked together, is an open question.

      Overall, the spirit of what IBM is trying to accomplish with its partners is exemplary. Vendors such as Oracle and CA could learn a thing or two from the IBM approach.

      Ultimately, everything hinges on execution. And as long as partners perceive that IBM will back up its plans with effective execution, they will play along.

      Pedro Pereira is a contributing editor for The Channel Insider. He can be contacted at [email protected].

      eWEEK EDITORS
      eWEEK EDITORS
      eWeek editors publish top thought leaders and leading experts in emerging technology across a wide variety of Enterprise B2B sectors. Our focus is providing actionable information for today’s technology decision makers.

      Get the Free Newsletter!

      Subscribe to Daily Tech Insider for top news, trends & analysis

      Get the Free Newsletter!

      Subscribe to Daily Tech Insider for top news, trends & analysis

      MOST POPULAR ARTICLES

      Artificial Intelligence

      9 Best AI 3D Generators You Need...

      Sam Rinko - June 25, 2024 0
      AI 3D Generators are powerful tools for many different industries. Discover the best AI 3D Generators, and learn which is best for your specific use case.
      Read more
      Cloud

      RingCentral Expands Its Collaboration Platform

      Zeus Kerravala - November 22, 2023 0
      RingCentral adds AI-enabled contact center and hybrid event products to its suite of collaboration services.
      Read more
      Artificial Intelligence

      8 Best AI Data Analytics Software &...

      Aminu Abdullahi - January 18, 2024 0
      Learn the top AI data analytics software to use. Compare AI data analytics solutions & features to make the best choice for your business.
      Read more
      Latest News

      Zeus Kerravala on Networking: Multicloud, 5G, and...

      James Maguire - December 16, 2022 0
      I spoke with Zeus Kerravala, industry analyst at ZK Research, about the rapid changes in enterprise networking, as tech advances and digital transformation prompt...
      Read more
      Video

      Datadog President Amit Agarwal on Trends in...

      James Maguire - November 11, 2022 0
      I spoke with Amit Agarwal, President of Datadog, about infrastructure observability, from current trends to key challenges to the future of this rapidly growing...
      Read more
      Logo

      eWeek has the latest technology news and analysis, buying guides, and product reviews for IT professionals and technology buyers. The site’s focus is on innovative solutions and covering in-depth technical content. eWeek stays on the cutting edge of technology news and IT trends through interviews and expert analysis. Gain insight from top innovators and thought leaders in the fields of IT, business, enterprise software, startups, and more.

      Facebook
      Linkedin
      RSS
      Twitter
      Youtube

      Advertisers

      Advertise with TechnologyAdvice on eWeek and our other IT-focused platforms.

      Advertise with Us

      Menu

      • About eWeek
      • Subscribe to our Newsletter
      • Latest News

      Our Brands

      • Privacy Policy
      • Terms
      • About
      • Contact
      • Advertise
      • Sitemap
      • California – Do Not Sell My Information

      Property of TechnologyAdvice.
      © 2024 TechnologyAdvice. All Rights Reserved

      Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.