IBM Simplifies and Enhances its Benefits Channel Partners Program

by: Nichole Gunn October 22, 2010

In a press release earlier this year, IBM announced its latest move to enhance the capabilities afforded its IBM Business Partners. The updated series of channel partner programs will help partners “deliver high-value solutions for clients”.

IBM is setting its sites on having the programs increase profitability for both the company and its channel partners. The company has had a “long-standing commitment to provide education and incentives that help Business Partners deliver increased value to clients through enhanced capabilities and solutions expertise.” With today’s tough business challenges, this move is of particular importance: clients need better insight into the industry, along with advice on solutions.

The new benefits are being provided at no cost through IBM’s PartnerWorld program; some of the enhancements include:

  • Senior-level IBM relationship services
  • Market intelligence resources
  • Expanded social media and search tools

General Manager of IBM Global Business Partners & Mid-Market Rich Hume noted, "We continue to deliver on our promise to simplify the way we do business with our Business Partners and help them improve profitability and accelerate growth." He added that recognizing its partners’ investment in IBM, the company is investing back in their Business Partners by simplifying processes and opening up new opportunities.

Features of the company’s channel investments are:

  • Simplified requirements for advancement through the PartnerWorld incentive program
  • New weighted points system that allows partners to earn points based on certification, skills acquired, and control of IBM software, hardware, and services.

According to ChannelWeb, IBM’s former system was difficult to advance through. Of IBM’s channel partners, over 90% were stuck in Member category, 5% earned an Advanced rank, and only 3% moved forward to the Premier level.