Through its integrated partner program, IBM aims to develop deeper ecosystem integration

Sunil Mahajan, Director - Ecosystem, IBM India & South Asia

With the introduction of the new Partner Plus program IBM is focusing on redefining the engagement process with the new and existing partners. It has transformed the company’s ecosystem and showed great results. The program enables its partners by giving them access to many educational sources, training sessions and much more so that IBM partners can drive their business towards growth. It also offers incentives.

The Partner Plus approach represents the biggest change to its partner model in the past 30 years. IBM’s key priority is to streamline and simplify the way partners can access IBM solutions, resources, benefits, and expertise. It has also streamlined with a new, simplified promotion strategy aligned with its six core areas - Power, Storage, Data & AI, Automation, Security and Sustainability.

In a chat with VARINDIA, Sunil Mahajan, Director, Ecosystem, IBM India & South Asia discusses IBM Partner Plus program, the channel performance, channel enablement etc.
IBM Partner Plus program

With IBM’s new partner program, the company is aiming to redefine the way it engages with the new and existing partners. Based on three pillars, it helps partners to drive business and grow with the company.

Explaining the program, Sunil Mahajan says, “IBM Partner Plus is a single, integrated program that reimagines how we engage with new and existing partners, across all motions. The program is centered around three pillars such as competitive incentives, insider access and enhanced support and benefits to help partners drive business with clients and grow with IBM.  The program provides partners with a range of benefits including access to IBM sales and technical resources, training and education programs, marketing and sales tools, and incentives for achieving certain sales and business goals. By participating in the program, partners can differentiate themselves in the market, expand their reach, and increase their revenue and profitability.

For customers, the program provides access to a network of IBM business partners who have demonstrated a high level of expertise and commitment to delivering innovative solutions and services to address business challenges. By working with an IBM Partner Plus member, customers can benefit from a range of services, including technology consulting, implementation and integration services, and ongoing support and maintenance.”
IBM’s Channel performance

The partner program has boosted the IBM ecosystem and the company has witnessed a growth among the partners to grow their expertise. Elaborating on the company’s channel performance Mahajan says, “The introduction of our new Partner Plus program has been transformative for the IBM Ecosystem and in the last three months we have seen great results. Our deeper investment in the ecosystem has led to deeper engagements across all partner types as they continue to scale and innovate. Globally we have witnessed an increase in the number of partners looking to grow their expertise, with almost 45,000 individuals embarking on their learning journey with our new skilling program. Additionally, we are proud to add over 1,400 registered partners since the program’s inception. These figures are very encouraging and serve as a testament to our commitment to our partners to help them expand their expertise and driving success for both them and their clients.”
Enabling Channel Partners

IBM partners can leverage the technology, educational resources and training at no cost and enhance their capabilities. Partners can also take advantage of technical experts in building products, proofs of concept, and custom demos to gain customers.  

“Our partner program has a simple incentives structure that focuses on transparency and predictability, providing partners with increased visibility into how their business decisions impact their incentives. It allows partners to access the same technology, educational resources, and the same training and enablement as IBM sellers at no additional cost. They can also participate in live training sessions, quarterly sales kick-off sessions, and other technical advocacy events. Focused technical experts are available to assist partners in developing minimal viable products, proofs of concept, and custom demos to help them win client business and accelerate growth. As partners increase their technical expertise and demonstrate sales success, they can progress through three tiers - Silver, Gold, and Platinum which unlock specialized financial incentives, benefits, and go-to-market support,” highlights Mahajan.   
Future roadmap

While discussing the future roadmap, Mahajan says, “As we progress with our new Partner Plus program we aim to develop wider and deeper ecosystem integration with our sales and enablement engine. Provide meaningful, timely and relevant insights for strategic business partners with a self-serve portal for key interactions including marketing. We are also focused on onboarding a new breed of partners who are excited about the potential to learn and earn with IBM.”