IBM unveils One Channel Team to drive partner growth

Vendor adds new programmes, education and incentives for business partners

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IBM unveils One Channel Team to drive partner growth Dupaquier says IBM is helping business partners solve business challenges for clients by providing them deeper skills.
By  Manda Banda Published  February 12, 2015

Technology giant IBM, has announced the One Channel Team, a move designed to bring simplicity to the channel by helping business partners build skills, drive demand and increase growth as they transform for the future.

The new One Channel Team initiative was unveiled at the PartnerWorld Leadership Conference, recently and aims to propel business partners of the future.

"As IBM continues its move to higher value solutions in strategic markets, we are helping business partners solve business challenges for clients by providing them deeper skills, collaborative tools and new growth opportunities," said Marc Dupaquier, general manager, IBM Global Business Partners. "With the One Channel Team, we've built a strong, dynamic partner ecosystem that is designed to make it easier for business partners to build more profitable lines of business. Business Partners who have already transformed with us are seeing the results."

The One Channel Team aligns channel operations from across the company to provide broader, more competitive partner experience, as current and future IBM business partners capitalise on new market trends based on 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) delivering solutions aligned to IBM strategic initiatives.

"The channel continues to evolve as more partners are focusing on business solutions rather than product transactions, selling to the line of business more often than in the past and developing more of their own intellectual property," said Darren Bibby, programme vice president, Channels and Alliances Research, IDC. "The greater cloud market alone is expected to reach $118bn this year, representing a huge opportunity for partners who embrace it. In fact, IDC estimates that business partners expect to almost double their cloud-oriented business in the next two years."

IBM is accelerating the pace for current and future IBM business partners to transform and capitalise on the new market opportunities based on the IBM Cloud Marketplace, SoftLayer, Bluemix, and the ability to build scalable applications with the Watson Ecosystem and customise solutions with IBM Systems. In addition, the social collaboration solution, IBM Verse, due next month, provides business partners the opportunity for an improved mail and social experience while developing recurring annuity models and offers valuable services, such as messaging migration and support.

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