IBM Australia has outlined its partner strategy and is adding more resources to help generate more business through the channel.
Big Blue recently conducted a seven city business partner summit, which attracted more than 1000 attendees. During the summit, it outlined its investment in business partners and clarified its partner strategy.
IBM Australia system and technology group (STG) general manager, Francois Vazille, said in the past, there was a lack of clarity in its partner engagement strategy.
“We needed to have more clarity on when we engage with the partners, we don’t change partners on the way and don’t decide to go direct. We have now addressed that,” Vazille said. “We’re putting a system in place to make it easier for partners to do business with us.”
Most of the STG business goes through partners, Vazille explained, and there were less than 100 clients that it deals with directly.
A dedicated team is being put in place to help produce more business for partners.
“We’ve created a team that is dedicated to the mid-market that is 100 per cent channel, so any transactions that go through that space, is brought through the channel,” he said.
Two months ago Big Blue launched a program against HP, beating a customer’s quotation price by 10 per cent.
“We’re trying to do things to give our partners a chance to be successful and not be beaten from a price perspective,” he said.
It is also putting a program in place to help identify new ISVs and package their solutions for system integrators.
“We’ve identified some key system integrators we want to work with and ISVs that we haven’t touched in the past such as core banking applications and defence,” Vazille said.
IBM Australia partner organisation director, Phil Cameron, said it was strengthening and optimising the channel through providing more resources.
“We’re also assisting partners with industry skills and their solution based skills. Our value proposition is to bring together our systems technology group with the strength of our software group and using services for partners that require them or they can use their own,” Cameron said. "We’ve got a long 2015 roadmap strategy, it’s the synergy coming together between our STG, software and services to sell a solution based offering and enable our business partners to address the changing needs of the clients."
At its worldwide partner conference in February, IBM announced its Cloud Computing Speciality.
It assists partners around five different areas such as cloud applications provider, cloud builder, cloud infrastructure provider, cloud services solution and cloud technology providers.
New training, certifications and one-on-one workshops were also being offered to partners on cloud computing.
It also providing new training courses and expanded access to advanced analytics technology and hands-on assistance to design, build, market and deliver new analytics offerings.