Inside The Mind Of IBM: 10 Things We Learned At PWLC


IBM wants its channel partners to sell more hardware this year -- 57 percent of STG sales is the goal -- and it's boosting its channel resources to help. Hennessy announced that STG is increasing dedicated channel sales resources by 50 percent this year.

Those include resources for business development, opportunity identification, proactive technical support, business plan development, mentoring and complex deal support, and co-selling and joint client calls. One specific example: IBM is expanding the number of partner-dedicated sales and technical sales personnel by 400.

The company is also budgeting $900 million for rebates this year, up from $650 million in 2012, and it's promising higher margins for sellers of the company's Power servers.