In support of the IBM Business Partner Charter, the Principles of Engagement describe how IBM Systems and Technology Group (STG) and IBM Business Partners should work together to enhance the relationship by promoting an environment of trust and understanding.
The STG Principles of Engagement describes the different market segments where IBM is committed to Business Partners being its principle route to market in midmarket. It further clarifies how IBM STG sales teams will engage with IBM Business Partners. The intent of STG Principles of Engagement is to bring additional understanding between IBM’s sales teams and IBM Business Partners which is crucial to our mutual success in client relationships.
The STG Principles of Engagement specifically addresses the following:
Provide further clarity on how IBM Business Partners engage with the IBM STG sales teams
Communicate IBM’s route strategy to its valued teammates - the Business Partner community
Promote an environment of trust and understanding for mutual growth and superior client value.
With the Principles of Engagement, STG is providing further clarity and transparency with its Business Partners to simplify and strengthen our joint collaboration and success. The objective is to provide greater insight around both our enterprise and mid-market strategy, while improving clarity on sales account coverage and process. The STG Principles of Engagement are business guidelines designed to strengthen business relationships and drive more effective collaboration and growth.
