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The cloud is not the only place solution providers need to be, Michos said.
IBM is also hoping to bring its channel partners to participate in three other megatrends that the vendor is counting on to help it meet its $20-per-share goal, Michos said.
One of those is the move towards is IBM's "Smarter Planet" initiative, which Michos said includes analyzing patterns in such things as traffic flow and electricity in order to find ways to make them more efficient.
Michos said this is an area were success is helping CEOs or the mayors of cities understand how new technology can increase efficiencies, with IBM and its partners being trusted advisors about the technology they are presenting to solve customer problems even if they do not have the specific expertise related to the customer's processes.
"In California, we have people working on water management," he said. "How much do we know about water management? Zero. Nothing."
Michos said that Smarter Planet initiatives could add $10 billion in IBM revenue by 2015, which means opportunities for partners. "We don't have the reach to do it ourselves," he said.
The third megatrend is business insight, an area in which IBM has been heavily investing by acquiring a host of vendors including Cognos and SPSS and then making their offerings available to the channel.
Business analytics, which IBM expects to contribute about 20 percent of its growth through 2015, does not require rocket science, Michos said. "It requires training and certification," he said. "And we provide it to you."
The fourth megatrend is a focus on growth markets, or fast-growing markets outside the U.S. Michos said growth markets will account for about 25 percent of IBM's total revenue by 2015, and will contribute about 50 percent of IBM's growth during that time.
For that reason, Michos told solution providers to look at how they can take advantage of growth markets, either by working with overseas customers or by partnering with others who already do so.
Michos said it is important for solution providers to look at where they can work with IBM to take advantage of some of the most important growth opportunities going forward.
"We hope that you as a business partner working with us will leverage these changes to be more profitable," he said.
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