Big Changes in Store for IBM ISS VARs - Other Changes
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Other changes, such as channel program benefits, incentives and rewards for
the new
IBM ISS channel program, are still
be worked out by
IBM. “The blending of
the two channel organizations is the first step, and we will look at education
and training as part of this,” Leary said. “We want to get this right and are
in no rush to make decisions.”
For
IBM’s existing partners, the vendor
will concentrate on getting them involved in cross-selling the ISS products,
although Leary admitted that simply because
IBM
now has a security offering, it is unlikely that an
IBM
VAR will oust existing security vendors from
their portfolio.
“We would always like to have as much involvement in our partners as
possible, but it is not realistic to expect them to toss their other vendors
out the window. But we certainly want mind share within our VARs, and if
this comes at the expense of competitors, then so be it,” he added.
Ellis said it is unlikely this will happen. “Most VARs these days operate a
multivendor portfolio, and since no vendor can offer a real end-to-end security
solution, most solution providers will have to carry more than one security
vendor anyway.”
Black agreed that security is inherently a multivendor solution. “Most
platforms require different security policies and protection because this helps
to minimize risk,” he said. Each
VAR
will need to make its own decision on whether to carry the ISS portfolio, Black
added.
Kevin Drew, a channel consultant, said
IBM
partners' interest in selling security products will depend on their existing
relationships. “If the
IBM machine can drive
demand for the channel—rather than just educating it to sell more products—then
the channel will be even more interested,” he said.
Leary said he hopes
IBM partners will work
together with ISS partners to create more partner-to-partner collaboration and
boost the cross-selling capabilities of its VARs. The smaller, security-focused
resellers can partner, for example, with a bigger
IBM
reseller, he said. The distributors would be instrumental in helping with
this.
Cross-selling between VARs and partner-to-partner collaboration could work, Ellis
said. However, he said
IBM should be
mindful that the sector that ISS operates in is still a specialized area—albeit
becoming more mature. “To make this successful,
IBM
must keep control and not just open the flood gates. It shouldn’t just be
open to anyone to sell ISS; otherwise, this could devalue it for the channel
already there.”
Drew agreed. “The new VARs need to be introduced sensibly—there is no point
in 'overheating' the market with too many partners that cannot make enough
money to be viable. New acquisition channel integration will be key for
IBM
as these new products become fully fledged ones,” he said.
