Big Blue reveals new partner programme
IBM has launched a new partner programme and will embark on a recruitment drive in its continuing assault on the SME sector.
At its PartnerWorld conference in Las Vegas last week, Big Blue unveiled its Express Advantage programme, which is designed to set incentives and make it easier for VARs to sell in the small-business sector.
The programme will incorporate all of IBM’s Express products, and combines hardware, software, services and financing bundles.
Donn Atkins, general manager at IBM Global Business Partners, said: “We want to grow ranks of partners, adding an extra 5,000 worldwide.
“These will be made up of 1,500 partners in Europe, 1,500 in the US and 2,000 in the Asia-Pacific region. There are still a lot of partners out there that don’t do any business with IBM, especially SMEs. We are now putting the investment and resources in place to get them onboard.”
Express Advantage will have three prongs, according to Steve Solazzo, general manager at IBM Global small and medium business. The first will be the Express-branded products, the second is the expansion of the partner ecosystem, and finally IBM intends to improve the customer experience.
IBM’s rebranded System Seller programme, Express Seller, will also fall under the Express Advantage umbrella, Solazzo told CRN.
Kevin Drew, managing director of VAR Triangle, said: “It [Express Advantage] will help to simplify IBM’s range and package it right, ensuring that SMEs can see the business advantages of technology.
“If IBM has the packaging right, it could really enhance the market and give partners tools to target specific markets.”
Gary Barnett, research director at Ovum, said: “Express Advantage is about making it easier for VARs to sell to SMEs without having to jump through lots of hoops. IBM could run the risk of taking on too many partners with this latest recruitment drive, but I think it will be very selective.”
IBM has launched a new partner programme and will embark on a recruitment drive in its continuing assault on the SME sector.
At its PartnerWorld conference in Las Vegas last week, Big Blue unveiled its Express Advantage programme, which is designed to set incentives and make it easier for VARs to sell in the small-business sector.
The programme will incorporate all of IBM’s Express products, and combines hardware, software, services and financing bundles.
Donn Atkins, general manager at IBM Global Business Partners, said: “We want to grow ranks of partners, adding an extra 5,000 worldwide.
“These will be made up of 1,500 partners in Europe, 1,500 in the US and 2,000 in the Asia-Pacific region. There are still a lot of partners out there that don’t do any business with IBM, especially SMEs. We are now putting the investment and resources in place to get them onboard.”
Express Advantage will have three prongs, according to Steve Solazzo, general manager at IBM Global small and medium business. The first will be the Express-branded products, the second is the expansion of the partner ecosystem, and finally IBM intends to improve the customer experience.
IBM’s rebranded System Seller programme, Express Seller, will also fall under the Express Advantage umbrella, Solazzo told CRN.
Kevin Drew, managing director of VAR Triangle, said: “It [Express Advantage] will help to simplify IBM’s range and package it right, ensuring that SMEs can see the business advantages of technology.
“If IBM has the packaging right, it could really enhance the market and give partners tools to target specific markets.”
Gary Barnett, research director at Ovum, said: “Express Advantage is about making it easier for VARs to sell to SMEs without having to jump through lots of hoops. IBM could run the risk of taking on too many partners with this latest recruitment drive, but I think it will be very selective.”
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