IBM Offers Update on PureSystems Adoption
Three months after IBM (NYSE: IBM) took the wraps off its PureSystems platform, the vendor is offering a status update on how the technology is doing. If you’re a networking VAR whose customers are looking to add a little more intelligence to their infrastructure, PureSystems may be worth checking out.
So what’s going on with PureSystems customer adoption, channel partners, training, development, marketing and financing? According to IBM:
- Business partners: To date, some 700 business partners are selling PureSystems, a 40 percent bump up from the 500 who signed on at the platform’s launch. Business partners with System x and/or System p authorization were allowed to sell the technology through June 30, 2012, but now must be certified on the platform to maintain sales eligibility.
- Applications: In total, IBM business partners have built about 160 solutions, applications and Patterns of Expertise optimized to run on PureSystems, a slight increase from the 150 offered at product launch.
- Incentives: Under its PartnerRewards program, IBM is paying back-end rebates of 1.1 percent of all PureSystems revenue to Premier-level partners only. Performance rewards can total another 3 percent and are available through distributors.
- Training: About 1,300 channel partners — that includes MSPs, ISVs, SIs, resellers and distributors — have completed training at this point. In May, Ed Abrams, IBM Midmarket Business Marketing vice president, said IBM expected thousands of partners to train on the platform by year’s end, aided by distributors providing education and enablement materials to smaller resellers interested in attaining the higher skill levels required to sell the systems. IBM is providing training, marketing, certifications and technical validation support to channel partners at its Innovation Centers worldwide.
- Marketing: IBM has stepped up marketing to help channel partners sell PureSystems, offering a variety of materials such as a kit of five sales scenarios, each designed for specific customer types. In addition, the vendor in Q2 began hosting “Ask the Experts” sales assistance calls that it will continue through the remainder of the year.
- Distributors: IBM quietly authorized Ingram Micro, Avnet, Arrow ECS and Tech Data to sell PureSystems to channel partners and each is ramping up. IBM has mandated that two-tier resellers must select a single distributor for all PureSystem products as a criteria to collect PartnerRewards funds.
- PureSystems Cloud: According to IBM, 500 developers are using the PureSystems Cloud Trial to build applications through the vendor’s SmartCloud.
- Financing: New financing options through IBM Global Financing enable customers to defer their first payment for 90 days. Also, IBM Global Asset Recovery Services will buy back HP and Oracle servers, among others, for customers migrating to PureSystems.
- Growth markets: At the PureSystems launch, IBM pointed to growth markets as one key to the platform’s success so it makes sense for the vendor to showcase engagements with BPTP, an Indian real estate company; PCCW, an IT outsourcer in Hong Kong; and ValeCard, a large Brazilian conglomerate, as examples of customers deploying the technology.
- Shipments: Both the PureFlex System and PureApplication System are shipping and have been sold to customers in five different continents. No one, however, is revealing numbers of units shipped to date. Maybe that’s for later.