16 IBM Partner Imperatives From Big Blue's Channel Chief


6. August 2013 IBM's Systems and Technology Group announced it was moving to a co-selling model requiring the STG sales force ... to work with an IBM partner in order to get paid when inking a deal with a customer. How has the impacted engagement with the channel?

I can't put numbers behind it because it's relatively new. We are truly activating it now. The co-sell model began Jan. 1. Part of that announcement also included increased margins on Power and storage sales. Those incentives began in September and have been a big growth driver.