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Executive Perspective Infrastructure Partner Experience Transformation Worldwide

Enterprise IT-as-a-Service: Design, build and run a mission-critical infrastructure

I was delighted to be at the PartnerWorld Leadership Conference (PWLC) to meet with many Business Partners and convey the strategy and direction for enhancing our relationship to sell IBM Services. It’s always great to reconnect and hear what’s on your minds so we can continue to improve how we work together and leverage areas of growth in the market. The foundation of this message was conveyed in the main tent session presented by Richard Patterson on Day 2—Enterprise IT-as-a-Service: Design, Build and Run a Mission-Critical Infrastructure. I’d like to share my takeaways.

The market is different than a decade ago, and we need to keep pace with the changes that are being driven by rising customer expectation for their engagement experiences. We need to focus on how to help our clients be disruptors in their market in the age of digitization, or they will be disrupted.

Enterprise IT is the digital backbone required to leverage and manage disruption, as well as to defend against disruption. It is a hybrid infrastructure and to better align with increasingly complex client needs, we have defined a new model—Enterprise IT-as-a-Service. Hybrid is the new norm. Based on an IBM Center of Applied Insights survey from February 2016:

  • 7 in 10 IT decision-makers report they will always have a blend of traditional IT and cloud
  • Growth opportunity (CAGR 2015-2018) for hybrid cloud is +32 percent


We are continuing to make our services and applications more modular so our clients can understand the specific ways we can address their needs. Additionally, IBM Technical Support Services (TSS) is aggressively engaging Business Partners to capitalize on the market opportunity to offer clients IBM Services they are accustomed to receiving on non-IBM equipment. These are key to how Business Partners can work with Global Technology Services. As you build your solutions, you can imbed IBM’s capabilities and enhance your expertise.

I’m excited about the investments being made for our Services Business Partners in 2016:

  • Channel Exclusive: Commitment to bring more Services offerings for our clients to sell. Coming this year are Services offerings that will be sold exclusively through Business Partners focusing on the growth businesses of Mobility and Resiliency Services to leverage our client reach while also fostering our investment in bringing solutions to your clients.
  • Teaming with Business Partners: For Business Partners and IBM sellers to team more, we level the compensation field by incenting IBM’s direct sellers on sales opportunities of infrastructure services remarketed by Business Partners. The program is designed to enhance productivity by leveraging the sales reach and expertise of more than 1,600 Business Partners selling Infrastructure Services today.
  • Channel Neutral Model: We provide Business Partners with the necessary access to IBM resources to progress and close services opportunities. We are engaging a new teaming model where Business Partners will leverage all of GTS’s Digital Sellers resources on qualified opportunities to advance opportunities and grow the business. Globally, TSS Digital Sales is compensated on Business Partner transactions for their respective territories, and as such is working to generate leads for certified TSS Business Partners.
  • Client Value Plays (CVPs): The Client Value Plays (CVPs) were created to support IBM sellers and Business Partners through the entire sales cycle as they help clients move to an Enterprise IT-as-a-service environment. CVPs are designed to help address clients’ most fundamental challenges— providing secure, stable, flexible and cost-effective IT Services to their clients. New offerings, new sales tactics and new education will be in place on PartnerWorld by quarter-end.


I highly encourage you to watch the full video (20 minutes) of the IBM Services general session with Richard Patterson on IBM PartnerWorld. To find more updates from IBM PartnerWorld Leadership Conference 2016, follow #IBMPWLC or join the conversation with me, @DenyseMackey, on Twitter. I’m happy to explore with you new ways we can work together to make 2016 a huge success that we can celebrate at PWLC 2017. You can also let me know what you think using the comments feature below.

Denyse Cromwell-Mackey

Denyse Cromwell-Mackey is Vice President, Sales, U.S. Technology Support Services, Business Partners. Prior to this, Denyse was Vice President North America General Business, Business Partner Channels, IBM and Director of Global Software Group, Business Partner Channels, IBM. CRN magazine named her one of the most powerful 100 women in channels in 2009.

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