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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.”

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Enabling Mid-Market Moves

IBM is a powerhouse in the large enterprise, but the company believes it also has the technology to serve smaller customers that are more likely to buy through and engage with the channel. Helping partners penetrate the mid-market is at the core of IBM’s ecosystem strategy, Whitehurst said.

“We’re really investing hard in a whole set of channel programs to really work to say, how do the next 4 or 5,000 enterprises out there access both Red Hat and IBM technologies.”

“It’s like we’re going to have to rely on a very, very broad ecosystem to do that, so it is putting in place programs and enablement.”

“We’re investing heavy around enablement, heavy into joint technical work with a whole set of partners, heavy into incentives to work to drive into that whole next tier.”

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