The world's most valuable resource is no longer oil but data, and resellers need to tailor their conversations towards this fact, IBM's storage channel VP has told CRN.
Today's architecture starts with multi-cloud in mind, claims IBM, and this is how the channel must approach meetings with CIOs moving forward.
"The most valuable asset today is not oil, not gold, not uranium, it is data," Eric Herzog, chief marketing officer and VP of worldwide storage channels at IBM told CRN. "It does not matter if a [channel] partner is selling to a giant enterprise account or selling to a small account, data is the most valuable asset."
Herzog said taking this approach is the right strategy for resellers when talking to clients.
"I have been in storage for 32 years and in all that time I have never met a CIO from any company big or small who was a storage person. They are almost all software people. So partners need to understand that is the world they are dealing with," he said.
"Partners need to be able to talk to customers and prospects in terms of 'here is what I can deliver for you in a data-driven, multi-cloud world'."
Herzog said a number of its global partners have created their own cloud business on the side and it is "not that difficult" for them to do so.
"We are happy to help partners get their own cloud offering going, or to work with the cloud provider themselves. Cloud is not new, it is actually old in many ways; some enterprises have been using cloud for seven to 10 years," he said.
"Overall, partners need to understand three things. You have to modernise workloads for clients; you have to transform and move with clients to the next generation; and as the world re-factors how it put things together, you have to embrace the cloud model of agile development between public and private cloud."
IBM has also bolstered its software-defined storage (SDS), data protection, and storage systems offerings today. The vendor claimed the additions underscore its focus on multi-cloud and cognitive/AI applications and workloads.
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