IBM to Partners: ‘Let’s Drive the Next Wave of Innovation’

… systems-channel technical sellers supporting them in the field.

New Security and Hybrid Multicloud Offerings

• The new Managed Services Security Provider (MSSP) program is designed to help partners build a security practice and deliver solutions in either an embedded or reseller model. There’s a new Know Your IBM security sales incentive that provides reloadable IBM Rewards debit cards to partners who sell new security licenses and SaaS.
• IBM has enabled partners to build IBM Cloud Paks, enterprise-grade container software packages with guidance and step-by-step instructions to build quickly, with open standards that will enable hybrid and multicloud deployments. Built for Kubernetes on the IBM Cloud and IBM Cloud Private, IBM Cloud Paks are designed to accelerate time to production and improve readiness at lower cost than containers alone.
• There’s a new Cloud Digital Technical Engagement program for self-service access to technical assets focused on product demos and tutorials, particularly around a customer’s journey to cloud and AI. The new Seismic@IBM will link to the Cloud Digital Technical Engagement program.

As the company’s global channel chief since June 2017, Teltsch has been on a steadfast course to drive change in IBM’s channel, one that’s synergistic with IBM’s business transformation. The vendor is focused on target growth areas such as hybrid multicloud, AI, security and analytics. The need for IBM partners to create customer value via IP was also a key focus at today’s conference, as was SaaS.

In his commitment to transform IBM’s channel, Teltsch has turned over 85 percent of his direct reports. He’s not the only driving change at IBM. Dorothy Copeland, vice president, business partners for North America, has been in her job for about 18 months. Her previous job was general manager, global partner ecosystem at AWS, where she worked for more than seven years. Copeland has been busy bringing in new sales heads for vertical markets and geographies. She is also on the Red Hat Synergy team at IBM, which is led by Steve Robinson, general manager.

IBM’s pending acquisition of Red Hat didn’t go unmentioned Tuesday, but since the deal is going through the regulatory process, the company couldn’t get into too many details about a merged organization.

To maintain consistency, IBM and Red Hat intend to continue operating as separate entities for a while. Robinson noted that the Red Hat acquisition is not only a tremendous deal for IBM but also for partners. There are many Red Hat partners who are also IBM partners.