Welcome to my Executive Corner -- a space where I share my thoughts and perspectives on our business. Only IBM Business Partners can participate in IBM PartnerWorld, so if you're not already a member, join PartnerWorld and take advantage of the many offerings and initiatives designed to increase your success.
Regards,
Rich Hume
General Manager, IBM Global Business Partners
Bit by bit, our planet is getting smarter
11/24/09
You might notice the small changes: a less expensive energy bill, a package delivered in two days instead of seven, or quarterly school reports available online. Those small changes are all opportunities to do business while making the world work smarter.
This past month marked the one year anniversary of the launch of Smarter Planet. At the time, it was viewed as somewhat of a bold move, but it is a move that has yielded exceptional results for both IBM and its partners. Smarter planet has enabled IBM Business Partners to engage clients of all sizes in higher-value discussions. It's a platform where the value of IT can be delivered to help lead the new world that continues to take shape.
The breadth and depth of IBM's portfolio is one of its greatest strengths - and one of the chief reasons to team with IBM. As systems continue to become smarter, new possibilities for progress unfold – which means additional opportunities for you, as an IBM Business Partner.
Partners can tap into education, technology and services to take smarter solutions to clients. Not just a piece of hardware or software but an entire solution. Smarter planet provides the ability to expand the range of offerings and enables you to act as a true consultant.
The game is always changing, and businesses are becoming increasingly more eager to invest in IT solutions, but only if they cut costs, drive efficiency and productivity, preserve capital and create competitive advantage. That's exactly what "smarter" solutions do.
As the calendar switches to 2010, I want to thank you for your partnership. IBM will continue to invest in skills development, streamlined and enhanced business processes and new opportunities to collaborate and communicate with its partners. As IBM's Business Partner Charter states, IBM Business Partners are vital to its business. Our relationship is a collaboration of equals, and we will strive to provide the industry’s best Business Partner experience.
Winning business by improving service, reducing cost and managing risk
10/27/09
Not too many companies can say they've gained share this year, but with IBM's smarter planet strategy resonating in the marketplace, we're winning new business. Capturing share and sales are a result of a robust portfolio which gives clients the solutions they are looking for to help reduce cost, improve service and manage risk within their businesses. But it's also attributed to IBM's Business Partners playing a key role in making our mutual clients successful.
Today, clients are demanding more of IBM and its Business Partners. They are looking to us to play a consultative role and provide them with a total IT solution which will help their business become easier to manage, more efficient and secure, while also enabling them to post a fast return to their bottom line. In order to accomplish this, it is critical that IBM provides opportunities for its partners to deepen their skills in order to sell the total IBM package – hardware, software, services and financing. Broadened skills leads to the ability to sell higher value solutions which leads to higher margin sales.
In last month's letter, I talked about IBM's Dynamic Infrastructure (DI) fall launch focusing on new workload-optimized systems, new service management capabilities and new Information Infrastructure offerings that help clients drive information-led transformations of their businesses. Dynamic Infrastructure, one of four initiatives under the smarter planet strategy, has differentiated IBM from the competition. Each DI launch has widened the selling opportunity for Business Partners, especially for those participating in our DI Specialty Program.
With the October Dynamic Infrastructure launch, we have enhanced the DI partner program with new resources:
Dynamic Infrastructure Central - provides everything needed to take advantage of the DI selling opportunity: education, Specialty program information, selling and technical tools, and opportunities in the midmarket.
Dynamic Infrastructure Specialty Program expands - includes unique criteria and benefits for ISVs; the Technology Partners program for IHVs has now been integrated into the Specialty program and the Reseller criteria for the Information Infrastructure solution area has been simplified.
Clients want solutions that deliver business value and real, measurable savings. IBM offers what no other vendor can - a proven approach to optimize IT and business infrastructures, supported by the broadest and deepest portfolio of products, services and financing in the industry. Let us help you help your clients benefit from IBM's investments in building a better infrastructure.
