IBM simplifies channel alignment for partners in metros

In an attempt to replicate its successful Non Metro Value Partner Program (VFB)
learnings in which partners are given the much-needed sales support; IBM has
since extended this program for smaller partners in even metro cities. Ravi
Kumar, Country Manager-Value For Business, IBM, said, "The program is
directed at our smaller tier-two partners in metros, who sell IBM volume
products. Through it, we are looking to give them structured help in sales,
support and customer relations. Over time we discovered that the biggest issue
for smaller partners was that they did not know whom in IBM to contact in case
they needed help in sales."

He further added that they required someone to connect and align them and
their business to the most relevant distributors and customers. It was to
resolve this problem that the program was initiated in metro cities as well.

RAVI KUMAR Program directed at smaller tier-2 partners in metros to give them structured help in sales, support and customer relations

The current initiative began with a partner event called 'VPP Nites'.
It was held in New Delhi in August and has since traveled across Kolkata and
Hyderabad, to good response from participating partners. The other cites where
the program is scheduled to be held are Bangalore, Mumbai, Pune and Chennai.

A demand generation activity, the program helps partners to meet
distributors, other partners and customers on a common platform.

Among several other newer initiatives for smaller partners under Value
Partner Program is the IBM Gyan Vigyan. It attempts to position its products
vis-a-vis competition, who to contact in IBM for lead progression, how to
identify opportunities and product roadmap.

Another program that IBM has unleashed for partner benefit is what is
called the IBM technical forum. A totally partner oriented program, it
involves a leading business partner who invites about 10 to 20 of his top
customers to a common platform and explains to them the various value
propositions of selling an IBM product with presentations from IBM
representatives as well. Twenty such forums have been conducted in two months
since initiation, and we have covered all B class cities thus far," he
added.

Another partner benefit program is called 'IBM Shiksha Abhyan' targeted
at reaching out to educational institutions who sell IBM volume products.

Subbalakshmi bm