IBM invests in the channel
Even as business leaders fret over a possible recession next year, IBM views partners as a key investment and the company's hybrid cloud, artificial intelligence (AI), security and data offerings as still in demand from customers, Woolley said.
"In terms of demand, we continue to see significant demand for digital transformation in our clients and in our partners' clients as well," she said.
With that, Woolley has promised fewer direct accounts from IBM - down to the hundreds. And IBM will make "a big shift in resources" in 2023 from supporting direct accounts to supporting partners. IBM promises double the number of partner-facing brand and technical specialists for prospecting and winning new clients.
"And outside of those house accounts for IBM, all of our business will be done through ecosystem partners," she said.
She continued: "This is all about - how do we continue to invest and have our IBM sellers focused on the IBM ecosystem? So they will be focused on working with partners, working with clients with partners. That is where we are shifting the focus of our salesforce."
A New Partner Accelerator that is part of Partner Plus will provide onboarding, training and other benefits for partners in the first six months of the programme.
"We‘re able to bring in and have a new partner join in a day," she said. "And then give them the support they need to go on the learning journey - obviously, all of that education available to them at their fingertips free of charge - guide them through that learning journey, guide them through the journey of becoming an IBM partner, really give them the support to do that as fast as possible."
