ChannelLife Australia - Industry insider news for technology resellers
Story image
IBM rolls out new program to help partners 'grow faster'
Tue, 10th Jan 2023
FYI, this story is more than a year old

IBM has announced IBM Partner Plus, a new program that reimagines how IBM engages with its business partners through access to IBM resources, incentives and tailored support to deepen technical expertise and help speed time to market.

IBM puts the focus on fueling growth for all partners

According to the company, the program is designed to fuel growth for new and existing partners, including resellers, hyperscalers, technology providers, independent software vendors and systems integrators, by putting them in control of their earning potential.

IBM Partner Plus is central to the company's Hybrid Cloud and AI strategy, and aims to empower partners to help clients automate, secure and modernise their businesses, the company wrote in a statement.

By growing technical expertise and demonstrating sales success, participants can progress to three tiers - Silver, Gold and Platinum - which unlock specialised financial, go-to-market support and education benefits.

In the new program, badging will become the standardised measure of skills and validated solutions will demonstrate expertise.

The enhanced IBM Partner Portal consolidates and tracks all expertise, revenue and deals globally, offering each partner a clear line-of-site into their progression through the program.

Kate Woolley, General Manager of IBM Ecosystem, says, "IBM Partner Plus introduces a new way for IBM to deliver value to new and existing partners by helping them gain skills, grow faster and earn more.

"We've heard from partners that they want a simplified experience that helps them win with clients. I'm confident these changes and our continued investment in our ecosystem will make IBM the partner of choice across the industry, and together we can drive growth for partners, clients, and IBM."

Partner Plus result of ongoing investment

IBM Partner Plus results from the company's journey to put partners at the centre of IBM's go-to-market strategy and act as a growth engine to help capture the $1 trillion hybrid cloud and AI market opportunities, the company states.

IBM has invested in elevating the role of partners and accelerating partner-led sales by enabling the ecosystem to become a preferred route to market, offering clients an optimal mix of technology, services and consulting expertise.

To drive continued growth, IBM will increase its capacity to support partners by doubling the number of partner-facing brand and technical specialists to help them prospect and win additional client business.

The new program brings all partner types and programs together, whether they sell, build on or with, and/or provide services for IBM technology, into one integrated ecosystem. All partner sales through the marketplace accumulate towards their progression in IBM Partner Plus.

Added incentives and benefits to drive success

With competitive incentives partners can advance through tiers to unlock benefits and demand generation programs which could offer them up to a threefold increase in total investment from IBM.

The partner portal gives partners real-time visibility into the incentives they are eligible for, predictability into potential earnings and includes an automated deal share engine that helps them surface quality leads.

This has improved deal registration and introduced partners to more than 7,000 potential deals valued at over half a billion dollars globally, the company states.

IBM investments in co-marketing campaigns and co-sell support with partners can also help bring solutions to market and generate demand.

To increase insider access, IBM Partner Plus builds on the release of its October badging and selling enablement materials to partners, which has driven more than 15,000 partner enrolments in sales and technical badges.

Offering partners the training, enablement, and experiential selling resources available to IBMers at no cost can help better equip them to win with clients.

Additionally, access to IBM's seller tools can help them generate competitive and transparent pricing.

Partners can also attend IBM's quarterly Sales Kickoffs with IBM sellers and participate in live training sessions and other global technical advocacy events to help upskill, increase eminence, and engage with technical experts.

For new partners, IBM is launching the IBM New Partner Accelerator, which provides onboarding, training and other benefits during their first six months in the program to help accelerate their path to profitability.

Finally, enhanced support and benefits include the opportunity to grow skills, develop solutions and build sales expertise with technologies such as AI, security and cloud on an open hybrid cloud platform by leveraging technical experts from IBM.

IBM will also assist partners in the development of minimal viable products, proofs of concept, and custom demos to help them win client business and accelerate growth.

In addition, as partner businesses grow with IBM, they can unlock additional benefits designed to help them expand capabilities and find new clients.

PartnerWorld will transition to a new IBM Partner Plus experience on January 4, 2023, with the new incentive program taking effect on April 1, 2023. Registered PartnerWorld members will maintain their current tier through July 1, 2023 and can progress to the new tiering system during this time as they meet criteria.