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Company: IBM, Armonk, New York, NY
Company Description: IBM is a values-based enterprise of individuals who create & apply technology to make the world work better. Today, more than 400,000 IBM employees around the world invent and integrate hardware, software and services to help forward-thinking enterprises, institutions and people succeed on a smarter planet.
Nomination Category: New Product & Service Categories - Content
Nomination Sub Category: Business Information Solution
 Nomination Title: IBM Sales Partner Advocacy Program
- Which will you submit for your nomination in this category, a video of up to five (5) minutes in length about the nominated new or new-version product or service, OR written answers to the questions for this category? (Choose one):
A video of up to five (5) minutes
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the nominated video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video.
https://ibm.box.com/s/xinfil82qeo78s1niztgw6w1mb78hdy6
- If you are providing written answers for your submission, you must provide an answer to this first question: If this is a brand-new product, state the date on which it was released. If this is a new version of an existing product, state the date on which the update was released:
IBM Sales Partner Advocacy Program was launched on July 1, 2021.
- If you are providing written answers for your submission, you must provide an answer to this second question: Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 313 words used.
The new IBM Sales Partner Advocacy Program connects IBM Business Partners and IBM Client Seller teams and helps to identify and address end user client technology problems with best of breed Business Partner solutions built on IBM technology.
Business Partners, typically ISVs, MSPs & System Integrators, can use the program to leverage IBM client team relationships, industry expertise and knowledge of IBM product and services content, to help grow their business. This collaboration helps align IBM sellers around growth opportunities offered by IBM Business Partners and reduces overall channel conflict. The Partner Advocacy Program benefits Business Partners by creating opportunities for them and encouraging greater field sales & technical engagement and support.
The Program encourages strong collaboration by compensating the IBM Sales teams for IBM Products and Services that are embedded or integrated into an IBM approved partner solution, service, or application that is sold by a Business Partner. When a Business Partner collaborates with IBM sellers and sells their unique solution, service, or application to their client under the terms of their Embedded Solution Agreement (ESA), Service Provider Attachment (SPA) or when the IBM Business Partner acquires IBM Products and Services for the support of managed hosting under the terms of the IBM Business Partner Agreement, the Business Partner has the option to provide IBM with their end client information through an authenticated reporting portal. This reporting provides IBM the ability to automatically align compensation of those IBM products or services to the IBM Sellers that the Business Partner worked with in supporting that end client sale. In this channel-neutral environment, the IBM seller and the partner can effectively work together to drive adoption, consumption, and growth. The IBM Partner Advocacy Program benefits IBM Business Partners, IBM Sellers and most importantly IBM customers, who benefit from superior solutions based on the best technology and industry expertise available from IBM and our partners.
- If you are providing written answers for your submission, you must provide an answer to this third question: Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 253 words used.
The IBM Sales Partner Advocacy Program promotes and accelerates alignment of IBM client sellers with the growth opportunities offered by collaborating with partners, providing the following benefits:
- Creates opportunity and enhanced expanded field sales engagement by Sales & Technical teams
- Capitalizes on IBM's relationship with the client
- Leverages IBM industry and technology expertise
- Reduces channel conflict
In the first 6 months of the Partner Advocacy Program, participating Business Partners who took the opportunity to report their end client solution sales to IBM, resulted in the allocation of over $2M in compensation flow for the collaborating IBM Sellers.
- You have the option to answer this final question: Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 10 words used.
Link to the IBM Partnerworld website: https://www.ibm.com/partnerworld/public/partner-advocacy
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