Reseller Model Shift

CF: What are you seeing in terms of the shift in the role of the reseller model?

DLR: We announced three sales motions that we are putting programs and incentives behind uniquely. The first is our build sales motion, which is those partners that are building on or with our platform, think ISVs in that space. Two, our services sales motion, think about the global systems integrators and consulting firms such as Wipro, HCL, Deloitte and Ernst & Young. They were new for us since we launched it in the May 2021 time frame and will continue to invest in those areas. But the resale sales motion continues to be the largest portion of our channel business and that’s an important base for us. We’ve got to get to activating that base. Some of those partners are evolving their own businesses. But as I said, many of them have 40% of their business model around integration and managed services opportunities. It’s about tapping into that and seeing where they can help both us and their clients integrate the IBM portfolio in a better way.