IBM Systems Magazine, Power Systems - June 2018 - 40
"We're always on the lookout for partners who are
interested in a long-term relationship and investment
with IBM to develop and expand new and existing
solutions for their clients with our technology."
-Sergio Amoni, vice president, Worldwide Systems Channel, IBM Global Business Partners
external-are part of that ecosystem as well. Each of these groups
brings its own skills and perspective to IBM i.
"IBM is a big company with
many internal divisions and
teams. We consider our business partner community to be
an extension of those teams. We
rely on the partners to not only provide information
about new releases and new technologies, but also
to give IBM feedback about our clients and their
requirements. It's a two-way street," Butterill says.
"In some cases, the partners even solve the requests
themselves by providing services and project assistance. They're truly an extension of our team."
As new hardware and software are announced,
it's often business partners who communicate the
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details to clients. They're well
positioned to disseminate information as they have the contacts
into the client businesses and
IT shops. For example, with the
recent POWER9* announcement in February, IBM equipped
partner sellers with details in
advance so they could relay that
information to their clients on
When it comes to physical
implementations, the business
partner community plays another
key role. Migrating to newer servers requires significant planning
and execution assistance-a
forte of many business partners.
"With thousands and thousands
of clients around the globe, our
partners help us get the job done
quickly," Butterill says. "All of us
have the end goal of a successful
and happy client."
40 // JUNE 2018 ibmsystemsmag.com
These matches get made through
the IBM PartnerWorld program.
Any firm interested in a partnership visits an online portal and
registers with the program. The
registration doesn't represent a
contractual obligation, but rather
gives the company an insider's
view of IBM's partner programs
and offerings. If they decide they
want to build the relationship,
they choose an authorized distributor and complete a standard
business partner agreement. IBM
offers to help these partners come