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CLOUD IBM COLLABORATION Partner Experience Transformation Worldwide

The IBM and Cisco value proposition

Hello, IBM Collaboration Solutions and Kenexa Business Partners. I’m Jeff Seifert with the Global Business Partner Team and I’m heading up the IBM and Cisco partnership for our channel.

We are excited to be taking the next steps in rolling out our relationship with Cisco. The Business Partners I’ve spoken with are overwhelmingly enthusiastic about this partnership and welcome the opportunity to address growing market needs.

Therefore, I’d like to give you some clarity on the market opportunity, joint value proposition and the partnership rollout ahead, as well as suggest actions you can take as you enter 2017.

Market opportunity
We’re at an interesting time when three converging market segments are coming together: unified collaboration as a service (USD 14 billion, Infonetics), SaaS business solutions (USD 132 billion, Forrester), and VoIP or telephony in the cloud (USD 82 billion, Infonetics).

As organizations evaluate their IT transformation initiatives, they’re looking to significantly reduce infrastructure costs and capitalize on Unified Communications as a strategic business advantage within their internal and customer-facing systems.

IBM and Cisco value proposition
Cisco and IBM are combining their market-leading strengths to transform the way organizations get work done. Together, we are using open cloud, advanced collaboration tools, content and applications to enhance business communications and strengthen a company’s competitive position. Integrated IBM Watson cognitive capabilities further solidify our unique joint value proposition.

The integration begins with collaboration services that talk to each other, so you can communicate with anyone. IBM Connections Cloud Social and IBM Verse will directly connect to Cisco’s business communications tools, Cisco Spark and Cisco WebEx. Those Cisco apps will be similarly enhanced by integrations with IBM tools.

The partnership rollout

We have laid out a three-phase roadmap culminating in the next four months to deliver an integrated, best-in-class solution to the market sold through IBM. These integrated IBM and Cisco solutions will be bundled SKUs on the IBM price list and provisioned to the customer in the March/April 2017 timeline.

Beginning with the Phase 1 integration in Q1 2017, you will be able to resell the joint value proposition by aggregating the solutions from both the IBM and Cisco price lists in one proposal to the customer. This is prior to the availability of formal SKUs and integrated provisioning.

In order to be authorized to resell both solutions, you will also need to become a Cisco Business Partner.

Starting this month, you will see timely email communications on the upcoming milestones in our go-to-market strategy. We will also provide you with the information and resources you need to understand the opportunity and grow your business with the strength of IBM and Cisco behind you.*

Take action today

This is an unprecedented opportunity to transform your business with two world-class vendors that have integrated best-in-class solutions to meet the needs of organizations today.

I encourage you to contact me or your local IBM Business Partner representative to learn more. You can also let me know what you think by using the comments feature below. I wish you the very best success in 2017!

Jeff Seifert
Global ICS Channel Sales Executive
IBM & Cisco Channel Leader


*If you are unable to access the New Way to Learn Enablement Community, please contact Alan Hamilton ([email protected]) for access.

Jeff Seifert is Global ICS Channel Sales Executive and IBM & Cisco Channel Leader for IBM Software Group. Jeff is charged with leading the development and implementation of business strategies, best practices and programs directly impacting growth through the global partner ecosystem. He has a passion for developing channels of distribution that create transformational growth multipliers in emerging businesses. Jeff has been a key change agent to 8 companies, helping to impact revenue on average of 30 percent, and has hands on experience in 40 countries.

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