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CEO Arvind Krishna: 10 Keys To IBM’s $1B Partner Ecosystem Bet

IBM CEO Arvind Krishna says the company’s $1 billion partner ecosystem bet is driving ’clarity’ in partner incentives, segmentation and tools. Here is a look at 10 keys to Krishna’s partner ecosystem bet.

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IBM Market Segmentation: Where IBM Will Go Direct With Product Sale

So if I step back and look at it today, I would tell you there is a certain set of clients where we will largely go direct for the product sale. There is a big role for partners [there] around providing— whether you use the word ’build’ or ’service’—because not every customer has got the capacity, or even the desire, to do it all themselves. That’s a massive market out there because there is $5 in build and service for every $1 of the product sale.

Then if I say if I go beyond and resegment it, where you have the top 500 where we will tend to want to go a lot with our people, there is a huge opportunity for build and service

Then you say there is the next few thousand, where we will go somewhat directly, but there is more opportunity for partners, including in the resale of products. And everything after that I really want to depend only on partners.

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