3. Focus On The Midmarket
In 2010 IBM made it very clear that it sees its greatest growth opportunities in the $152 billion midmarket and that it's counting on its channel partners to help it succeed.
In January IBM said it would pass nearly all new midmarket software sales leads valued at up to $50,000 to its software resellers. That move came as the company's Authorized Software program took effect under which resellers had to be certified to continue selling IBM software products. IBM spent $130 million in 2010 on marketing and demand-generation programs to help channel partners expand their midmarket sales efforts.
In July IBM appointed Andy Monshaw (pictured), a 25-year industry veteran, to the post of general manager of global midmarket business operations, reporting to channel chief Rich Hume. And in October the company unveiled plans to develop prepackaged IT systems designed for midmarket customers to be sold exclusively through the channel.