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Leading the transformation in the era of CAMSS

There’s no mistake that IBM is the leading technology company in the world, and our Business Partner program is one of the strongest in the industry. Our vision for pioneering possibilities has created new opportunities and computing platforms, and we continue to push the boundaries of innovation.

Our road map is crystal clear; dedication to clients’ success is ingrained in IBM’s values and the Business Partner channel is essential to IBM’s strategy. Our go-to-market strategy around our Business Partner channel continues to increase.

IBM has a track record of continually remixing our portfolio to focus on higher-value solutions for clients. Lenovo’s plan to acquire the IBM x86 server business is an example of that strategy. IBM’s strategic alliance with Lenovo spans over a decade, and has enabled us to collaborate in developing and marketing higher-value solutions. Lenovo will become IBM’s preferred x86 server vendor after the transaction close. IBM believes that Lenovo’s proven strengths in scalability, operational efficiency and a broad channel presence will be a benefit to x86 clients. And our commitment, to our IBM Business Partners and our clients, does not change as a result of this transition.

As we all know, cloud, big data and analytics, mobile, social and security (CAMSS) have changed the way we interact with one another and how businesses need to interrelate with their customers, to change and to grow. Part of IBM’s strategy is to open new doors to the channel to take advantage of new marketplace models that we are creating with SoftLayer, an IBM company, and our new IBM Cloud Marketplace. More than 300 new Business Partners have signed up to work with IBM to market their services and solutions as part of this new marketplace. IBM has a strong, global network of more than 146,000 Business Partners and growing steadily.

IBM has a unique vision for the challenges created by this evolution with CAMSS and we have been quite clear in our articulation of this vision. Here what we’ve also done to differentiate IBM and create opportunities for you:

  • Invested over $50 million in our Winning in Transition campaign with advertising, demand generation and co-marketing to drive customer demand for our Business Partners.
  • Invested $1.2 billion in cloud through our acquisition of SoftLayer, an IBM company.
  • Created a portfolio of software-defined storage products that deliver analytics and improved economics.
  • Introduced new IBM® POWER8™ systems capable of handling the rigors of big data with unprecedented speed.
  • Unveiled IBM FlashSystem™ storage technology for faster access to business-critical information.
  • Forged a strategic relationship with Apple to help transform enterprise mobility.


What does this mean for IBM Business Partners? It means an unparalleled potential of possibilities to grow and flourish. IBM has not only invested in great technology and solutions, but also in you. Don’t forget to let me know what you think using the comments area below.

Dave Carlquist

Dave Carlquist is vice president of Worldwide Channels, Systems and Technology Group. In that role, he is responsible for providing the leadership necessary to transform IBM’s engagement, opportunity development and selling experience with and for our Business Partners. Mr. Carlquist joined IBM in 1982 and has worked in a broad range of roles within sales, marketing, services and business development.

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