IBM is revamping the structure of its technology partner ecosystem to make it more transparent for end customers looking to work with its partners, and create easier paths to revenue for those partners.
The new IBM Partner Plus program immediately replaces the IBM PartnerWorld program, a relic of the years before technologies like cloud computing and AI changed the landscape for IBM’s customers–and even before the full potential of the Internet became clear.
The former PartnerWorld webpage already has been rebranded as Partner Plus, and promises partners “more growth, more expertise, more benefits,” though the full transition to the new program is expected to take up the first six months of 2023, according to Kate Woolley, general manager of the IBM ecosystems.
During a recent briefing, she described Partner Plus as “the next step in our investment in the IBM ecosystem,” and the culmination of a multi-year effort. The most recent steps in that effort have happened under Woolley’s guidance after the former Bain & Company partner was named to her current post one year ago this month. Those moves including the implementation last fall of a badging program to help qualified partners gain access to the same sales enablement materials and tools–and at the same time–as IBM’s direct sellers. That change drove more than 15,000 partner enrollments in the program to achieve sales and technical badges, according to IBM.
Along with the Partner Plus changes, IBM is launching the IBM New Partner Accelerator, which provides onboarding, training and other benefits during their first six months in the program to help accelerate their path to profitability.
Woolley said Partner Plus is core to IBM’s evolving hybrid cloud and AI strategies, and aims to fuel growth for new and existing partners, including resellers, hyperscalers, technology providers, independent software vendors and systems integrators, who are supporting those efforts. It will do so by putting the partner firms “in control of their earning potential” by allowing them to achieve and progress through three tiers - Silver, Gold and Platinum - which will further allow them unlock specialized financial, go-to-market support and education benefits.
A new version of the IBM Partner Portal consolidates and tracks all partner expertise, revenue, and deals globally, offering each partner a clear line-of-site into their progression through the program.
"IBM Partner Plus introduces a new way for IBM to deliver value to new and existing partners by helping them gain skills, grow faster and earn more," said Woolley in a statement as part of this week’s announcement. "We've heard from partners that they want a simplified experience that helps them win with clients. I'm confident these changes and our continued investment in our ecosystem will make IBM the partner of choice across the industry, and together we can drive growth for partners, clients, and IBM."