Right solutions, strategy and insights

Partners are at the center of IBM’s go-to-market strategy. They are essential to helping clients capitalize on IBM’s hybrid cloud and AI technology and they continue to innovate and bring new hybrid cloud and AI offerings to market.

Over the past year, IBM has reimagined how people engage with partners. For example, in October 2022, IBM revamped its approach to skilling that, for the first time, gave all registered partners access to the same training and enablement as IBM sellers at no cost to them. In January, a new partner program was launched, IBM Partner Plus, to help partners deepen their technical expertise, accelerate time to market and win with clients.

IBM’s approach has improved how they support and cocreate with partners by providing unprecedented access to IBM resources and incentives to help them unlock greater opportunities in MEA and worldwide. For example, following the introduction of IBM watsonx – a new AI and data platform - at the Think conference in Orlando, launched training and skilling programs for IBM partners to ensure they are knowledgeable and prepared to implement the new technology with their clients when it is available later this year.

IBM Partner Plus program designed to fuel growth

IBM is indeed putting partners in control of their earning potential. They can start earning on day 1 of joining as an IBM partner, making it easier than ever to scale their growth.

As part of IBM Partner Plus, current partners can access a simple incentives stack - across software and infrastructure - that provides a clear line of sight into how their business decisions impact the incentives they receive, as well as how to maximize those incentives and deal eligibility. The IBM Partner Portal offers additional visibility into how partners are scaling through the program tiers and provides a live dashboard that shows how much they are earning.

Technology enabling new business models and revenue streams

Hybrid cloud and AI are two of the most transformative technologies of the time, and they want their partners to be the best in the industry at enabling clients to capitalize on their potential. The combination of IBM technology, such as an open hybrid cloud platform, with Red Hat OpenShift and IBM CloudPaks, along with the specialization and expertise of partners, is a powerful combination to help achieve differentiation in the market.

IBM watsonx is a recent example. It’s a new AI and data platform that will enable enterprises to scale and accelerate the impact of the most advanced AI with trusted data. The platform consists of three components to help enterprises unlock business value derived from how adaptable an AI model can be to their unique data and domain knowledge.

Kate Woolley, General Manager IBM Ecosystem

In the new program, the more you learn, the more you earn, and benefits relevant to each partner are unlocked at each tier.

Driving partner collaboration in the hybrid cloud era

The success is dependent upon harnessing the reach and capability of the partners by making them a true extension of IBM. A thriving ecosystem is about leveraging joint strengths to solve today’s most complex challenges, and their collective clients are already experiencing the benefits of this approach. The reach and scale of the IBM Ecosystem are helping bring client solutions to market 4x faster and driving exponential growth.

Through collaboration, they are enabling partners to tap into new opportunities by helping them meet clients wherever they may be on their hybrid Cloud journeys. Last fall, they announced a program in the US that enables IBM ecosystem partners to resell eligible IBM software solutions through the AWS Marketplace. It’s a good example of how helping foster new opportunities for partners, create new avenues of business, and connect several parts of the ecosystem that might not have worked together in the past.

Identifying potential partners

They heard a great deal of excitement for IBM watsonx from partners who are, unsurprisingly, reporting unprecedented interest in AI from their clients.

Broader market opportunities

IBM Partner Plus offers a single, integrated experience, consistent for all partner types. Whether they are ISVs, MSPs, system integrators, resellers, GSIs, or others –they are putting growth potential into their hands. Each partner can deepen their technical expertise to receive benefits, resources, and incentives that can help them win with clients.

The IBM Ecosystem includes tens of thousands of partners with a shared vision for the future of hybrid cloud and AI. Partners are committed to deepening their technical expertise and understanding clients’ needs, allowing them to leverage joint strengths to deliver value. They work with partners in whatever way they choose to engage with IBM, whether they build on IBM’s hybrid cloud and AI technology, service, sell it, or do a combination of these activities.

IBM Partner Plus makes it easier than ever for new partners to join and transact, and for existing partners to expand their offerings. There is an addition of 2,000 new registered partners globally since January, and the goal is to continue to scale and grow the ecosystem with new skilled and innovative partners. ë