Search
Homepage Rankings and Research Companies Channelcast Marketing Matters CRNtv Events WOTC Jobs Cisco Partner Summit Digital 2020 Lenovo Tech World Newsroom Dell Technologies World Digital Experience 2020 HPE Zone Masergy Zenith Partner Program Newsroom Intel Partner Connect Digital Newsroom Dell Technologies Newsroom Fortinet Secure Network Hub IBM Newsroom Juniper Newsroom The IoT Integrator Lenovo Channel-First NetApp Data Fabric Intel Tech Provider Zone

IBM President Jim Whitehurst’s 10 Boldest Remarks From Best Of Breed Virtual 2020

“I come from the airline industry,” said Whitehurst. “They say planes don’t have rearview mirrors. If you’re moving forward, it doesn’t matter what’s behind you.”

Back 1 ... 3   4   5   6   7   ... 11 Next
photo

Channel-First Infrastructure Providers

Successful IT infrastructure providers always prioritize going to market through their channel, Whitehurst said.

“You think about, for older generations of technology, whether it’s Microsoft or VMware or Citrix or Cisco: channel-first.”

“So it’s not a choice for us to really go in and work with a set of partners to be successful if our strategy is around being this fourth platform provider … this ubiquitous single platform that a developer or an ISV can write an application that can run across on-premises and across clouds. That strategy, a horizontal infrastructure strategy, has only been successful from companies that are really focused on building a partner-first model in how they go to market, which is why you’re seeing us talk so much about it.”

“It’s why I’m here talking to you. It’s why we’ve talked about these investments we’re making around a hybrid cloud ecosystem. It’s central to our strategy.”

 
 
Back 1 ... 3   4   5   6   7   ... 11 Next

sponsored resources