IBM claims a new services track it has added to its Partner Plus programme will help partners tap into the ‘multiplier effect’ around its technology.
The move is designed to recognise the influence MSPs, SIs, consultancies and advisory firms have in driving adoption of its portfolio, Kate Woolley, General Manager, IBM Ecosystem, explained in a blog post.
Going live today, the services track will enable Big Blue’s services partners to progress through three tiers that unlock benefits around collaboration with IBM, co-creation resources and enablement.
Every $1 of IBM’s hybrid cloud platform revenue has a multiplier effect of $6-8 in services revenue, Woolley claimed.
“Today we are helping the IBM Ecosystem capture that potential by taking another step forward in our partner-first evolution,” she wrote.
“Now, regardless of business model, partners are empowered to tap into the new service track to expand their paths to growth with IBM, in addition to reselling and building on IBM technology.”
The move comes amid calls for vendors to embrace more of an ‘ecosystem model’ by funding partners not only at the point of sale, but also point of value.
Canalys Chief Analyst Jay McBain claimed last year that “moving from margins to multiplier language is the first step in engaging with the seven partners who are trusted at each of your customers”, for instance.
In additional comment for IT Channel Oxygen, McBain dubbed the new track “a fantastic programme addition”.
“The hyperscalers and large SaaS firms have all moved into this multiplier language which is inclusive to all partner types. It expands the opportunity from pure resell into co-sell, co-marketing, co-keep, co-development, and co-innovation. The entire customer journey is covered by seven partners they trust and this programme will recognise points of value that the previous programme didn’t,” he explained.
It’s been a year since IBM launched Partner Plus, which the vendor claims “reimagined” how it works with its business partners.
The new services track offers benefits including:
- Deeper collaboration with IBM to support the success of service partners at the market level and assist in generating end-client demand.
- Resources to accelerate the co-creation of service offerings and build advocacy for IBM Technology.
- Closer alignment among IBM sellers and Service Partners, including shared KPIs, to better support how they are working with clients to help increase value and drive growth.
- New specialized course offerings and badges created for service partners to deepen technical skills and help differentiate their expertise to the market.
Woolley concluded: “Adding a new service track is just one example of how we will continue to deliver on our promise of becoming the ‘partner of choice’ for new and longstanding partners alike. And, as ever, we will listen to our partners and collaborate to maximise their impact and success in 2024.”
