Defining our hybrid cloud opportunity with a reimagined PartnerWorld program

By | 3 minute read | May 5, 2020

Hybrid cloud is here. It’s no surprise that hybrid cloud has taken a foothold in large enterprises – but the reality is, hybrid cloud is the way forward for our entire spectrum of clients. For the IBM Partner Ecosystem, this means finding new ways to capture this market opportunity around the shift to cloud, a need to develop new revenue streams to create value for clients, and as always, drive growth, innovation and value.

What we’re hearing from our IBM Business Partners, is a need to move toward business model flexibility, driven by the blurring of traditional channel segments– a shift that has only been accelerated by our current business environment. We’re here to help you get there.

We also know partners are seeing great results from building solutions showcasing their own unique IP and services for clients. In fact, according to IDC, 58 percent of partner revenue is now coming from their own IP.* IBM wants to help you capitalize on and accelerate what is working by helping you unlock meaningful benefits faster.

Reimagining IBM PartnerWorld

With this in mind, today IBM is announcing a reimagined PartnerWorld program to help the ecosystem navigate three specialized tracks — Build, Service and Sell— designed to help provide flexibility in this ever-changing, digitally-reliant world. To keep our benefits streamlined and simple, Build, Service and Sell tracks will be oriented around three important principles: growth, innovation and value.

Catalyzing partner growth

The PartnerWorld program allows for flexibility to engage in multiple sales motions with IBM. Each of the three tracks provides a clear path to growth, highlighting the benefits and offers that are most relevant to that particular Business Partner model. Partners delivering IP and services around IBM Cloud will benefit from these specialized tracks with relevant opportunities to create new revenue streams for workloads and industries that are in the highest demand. 

Driving innovation

To help drive innovation, we’re announcing new Competencies aligned to the Build and Service tracks. To achieve these, partners will need to demonstrate technical proficiency and customer success in strategic solution areas, including vertical industries such as Banking and Financial Services, Industrial and Manufacturing, and areas that span industries, including Regulated Workloads and Application Modernization. Earning a Build and Service Competency validates to clients and prospects your skillset to differentiate your business so that you can confidently compete for more business while earning greater benefits.

Delivering value

Today, we are also announcing four IBM Partner Packages to accelerate learning, development and testing, giving our Business Partners flexibility and scalability. The benefits include cloud credits to develop on IBM public cloud, access to 16,000 software licenses (including Cloud Paks), SaaS demos, education reimbursement, testing vouchers, technical support and marketing and sales support.  We’re simplifying the partner experience through the new IBM Partner Support Desk, your central location for all of your questions about the PartnerWorld program. You can get help with onboarding, access end-of-quarter support 24×7 to close deals faster and connect with other partners and IBM sellers to expand your reach. The Partner Support Desk is available via phone, email and chat.

Simplifying partner engagement  

The enhanced PartnerWorld program accelerates partners success. It comes on the heels of other Partner Ecosystem announcements timed to PartnerWorld at Think, including our incentives updates, the growing number of Business Partners participating in IBM’s edge computing ecosystem and telco network, the growing number of Business Partners committing to IBM’s financial services ready public cloud and its recently announced public cloud ecosystem initiative, and the new enablement to support partners during the COVID-19 pandemic and beyond.

Learn more about how the enhanced PartnerWorld Program will benefit you.

*Infrastructure Channels Leadership Council Content: The New Value Exchange, IDC, Doc # US45029220, Jan 2020