MSP Push Driven by Midmarket EffortBy Jessica Davis | Print
IBM told Channel Insider that it is recruiting more managed services partners and will be creating educational programs to help traditional VARs interested in making the move to migrate to the new business model.
Last year IBM announced that all midmarket accounts would be partner-led. Partners could call upon IBM support teams for help with deals, but partners would retain customer ownership.
This year IBM has said that it would accelerate the quality of the offerings. For example, IBM has increased its co-marketing investments to $140 million from $130 million last year.
And while that news of turning the midmarket over to the channel is greeted as good news by partners, many remain skeptical of it in practice. Some partners at the IBM PartnerWorld Leadership conference told Channel Insider that there remained some concern that IBM support would come in and end up taking over the deal.
"That has absolutely changed in terms of our intent and actions," said Abrams. But he understands that gaining partner trust will take time.
"But as a marketer I know that we've got to demonstrate that by doing it over a period of time, and meanwhile ensure we have the right partner-based assets and tools."