IBM announced the One Channel Team to boost sales.
The initiative is expected to bring simplicity to the channel by helping Business Partners build skills, drive demand and increase growth.
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The One Channel Team will provide more competitive partner experience. The focus of the business will continues to be cloud, analytics, mobile, social and security. The move also increases IBM’s focus on recruitment of new Business Partners, developers and Independent Software Vendors (ISVs).
The cloud market alone is expected to reach $118 billion this year. “IDC estimates that Business Partners expect to almost double their cloud-oriented business in the next two years,” said Darren Bibby, program vice president of Channels and Alliances Research, IDC.
IBM will be expanding its Business Transformation Initiative (BTI) with 300 new workshops aimed at helping qualifying Business Partners through a consulting engagement which can help improve profitability and performance in growth areas.
The IT company will be developing knowledge and partner skills — through the enhanced PartnerWorld University platform.
IBM will be delivering greater educational incentives through an improved Know Your IBM learning portal now with triple the earning potential to reward for individual sales and technical staff.
It will also be increasing digital and social campaigns with co-marketing funds to provide Business Partners more web-based marketing and social media content.
The company will be increasing compensation through the Partner Growth Incentive (PGI) for selling IBM Power Systems and IBM Storage. The new program offers a quarterly incentive that doubles if certain requirements are met, and a quarterly bonus for achieving specific skills and certifications.
There will be more rewards with the new Remarketer Margin Enhancer, which offers a 10 percent margin enhancement on incremental revenue for achieving revenue growth targets when reselling IBM Services.
IBM will be expanding eligibility for the Solution Accelerator Incentive that allows a Business Partners to earn an additional bonus on IBM defined solutions with the SAI Solution Bonus Reward.