IBM Systems Magazine, Power Systems - June 2018 - 42
"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."
-Alison Butterill, IBM i offering manager
up with solutions for clients that
increase sales, but it's up to the
partner to decide if that's something they want.
"IBM brings formal rigor to the
partner management process and
can provide as much or as little
direct engagement as the partner
would like," says Sergio Amoni,
vice president, Worldwide Sys-
tems Channel, IBM Global Business Partners. "Each
one of these groups brings unique value and reach
to the IBM i ecosystem. We are 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."
Butterill says business channel partners are
invaluable in bringing industry-specific knowledge
to meetings with clients, who appreciate seeing a
comprehensive understanding of
how IBM's hardware and software
will meet their particular needs.
"If I'm a hardware seller, it
helps when I can take an application vendor who writes software
and knows the industry and
technology," she says. "Sellers
can choose to work with companies like INFOR when talking to
clients in the manufacturing marketplace. The industry knowledge
of the ISV can assist hardware
partners to talk to potential
clients. This helps to offer a more
Whether it's resellers, developers, consultants or the open-source
community, Butterill says that
IBM and its many various partners
benefit equally from the symbiosis.
"We partner with partners because
it's successful for both sides," she
says. "Our partners are successful
because we enable them, and they
help us be successful because they
have established relationships
with our clients."
"The IBM i community is incredibly active and vocal," she says.
"They're interested in database
and applications. They're much
more broadly focused than many
other IT people working on other
Butterill works with many
application vendors, a subset of
whom form an ISV Advisory Council. This group relays feedback
42 // JUNE 2018 ibmsystemsmag.com