IBM focuses on specialized software channel partners IBM has ...

spinabundantInternet and Web Development

Jul 30, 2012 (5 years and 15 days ago)

206 views

IBM focuses on specialized software channel partners

IBM has recently set up stringent criteria for the selection and development of its channel partners. It
is
looking
for

specialized channel partners who can design software

solutions built on IBM

software and
align with

the company’s
market strategy.

I
BM
’s new initiative
Software Value Plus (SVP)

requires channel partners to certify themselves for
au
thorization of one or more product groups and industry specific solution selling. The SPV program
authorizes partners to sell IBM’s
“Authorized Portfolio
”.

This initiative helps authorized partners to get help
from IBM for sales leads and knowledge support
.

The authorized portfolio includes IBM Cognos

,

IBM FileNet®, IBM InfoSphere™
, I
BM Optim®
software
.
IBM Tivoli Identity Manager, DB2 and WebSphere Process Server.

As per
the
recent update,
Lotus notes and Collaboration

will be included into authorized distribution from
the
25
th

of
January 2011

onwards
.

There are mixed responses from channel partners

with respect to
the introduction of this new certification
and authorization criteria.
This
can

wipe out many partners who don’t want to make or are unable to make
the
investment in building expertise and industry specific knowledge. But some top partners accept IBM’s
mov
e for selecting and rewarding partners through

the

SVP initiative.

Top resellers feel that this program raises the standard of service to customers and it helps resellers to
get specialized for
creating market

specific solutions. Some partners feel this ne
w initiative creates
specialized channel partners for specific verticals. Roger Finley, Director of IBM, shares his views on
Software Value Plus that it has created a closer calibration between a partner’s area of expertise and the
software they provide t
o customers.

Software Value Plus program helps IBM expand
ing

its business through serious resellers. Before SPV
program, there were 1, 20,000 companies claiming themselves as IBM partners, but after the programs,
there are 5,000 authorized partners worldwi
de selling products from authorized portfolio. However,
40,000 resellers have been approved to sell IBM’s own portfolio designed for midmarket customers.

Sandy Carter, VP, IBM Software Group Business partners shares the three major
cloud computing
opportunities

for IBM partners. Cater clarified three major areas for IBM resellers in 2011 and beyond:
Cloud Architecture, Public clouds and Private clouds.IBM has launched
a
few

social

media support
programs

for
partners to

generate the new revenue streams.

What are the benefits a partner can derive from SPV program?

This program extends more commissions
to partners and i
t is as much as 40 percent value of the product sold. Neil Isford

vice president

worldwide
Business Partner Sales at IBM Software Group shared


p
artners can be a huge growth driver for us

in

here

There is
a
big opportunity for partners as IBM is repositio
ning itself to generate 49% profit f
ro
m
software business by 2015.