16 IBM Partner Imperatives From Big Blue's Channel Chief


1. What are IBM's biggest channel challenges in 2014?

The IBM challenge today is transforming the partner community from selling boxes to selling services. Partners need to change the relationship with customers. They need to think of them less as companies they supply purchased products to and instead as clients that consume services. For a long time, partners sold a box or a license. We are moving them to a new and different approach around cloud, data and engagement.

But this challenge isn't really a challenge. Selling cloud services is relatively simple and easy for a business partner. We have found they get it rather quickly. Business partners get it. Now it's about executing. If we fail it's the inability to execute with speed because we have begun the journey to take us where we want to be with partners.