IBM is rolling out a more competencies and partner programme enhancements to encourage its partners to move into the high growth areas of cloud and security.
Big Blue is holding is PartnerWorld event in Las Vegas this week and the announcements have been flowing out from the conference. One of the themes of the event is to talk up opportunities for the channel in the 'Cognitive Era' and highlight what that buzz phrase means in terms of revenues.
One of the key planks of that strategy is to increase the number of competencies in the PartnerWorld programme, with the number heading up to the 40 mark.
“As digital and cloud solutions continue to transform industries, the time is now for our partners to deliver cognitive solutions with deep vertical expertise built on the IBM Cloud platform and made available in an omni-channel environment,” said Marc Dupaquier, general manager, IBM Global Business Partners.
“We’ve expanded and redesigned the PartnerWorld program to guide Business Partners of all types and models in developing capabilities aligned to our cognitive solutions and cloud platform strategy to deliver high client value," he added.
IBM kicked off the start of this year with its revised PartnerWorld programme but the vendor continues to roll out enhancements with the additional competencies being rolled out in Q2.
Some of the additional competencies coming in Q2 include in security Information, Risk and Protection and in cloud the Cloud Video and High Speed Transfer. The Watson Internet of Things side of the business will offer Continuous Engineering and there will also be a new Competency in IBM Global Financing to help partners offer "Financing" as a core capability.
The second part of the growth strategy includes making several enhancements with a number of embedded solutions, a simplified reselling process and enhanced software incentives.
The embedded solutions agreement that IBM is making available should make it easier for partners to use their own branding on solutions that are built on Big Blue technology. The vendor is also providing a Ready for IBM Cloud validation for ISVs to make it easier for developers.
The promise of simplified reselling is embodied in the launch next quarter of IBM Express Start, which should make it easier for new business partners to come on board and start selling entry point products, including the low-end storage products.
From April there are also plans to roll out software incentives that will increase the rewards available to those partners that sell the vendor's product range.