IBM unveils new resources to help software partners gain skills and generate leads

January 26, 2010 · Filed Under Software News · Comment 

More than two-thirds of IBM Software partners expect improved profitability from its new skills initiative according to a global survey of 400 partners, IBM said today. The initiative includes new sales and technical resources for IBM Software partners to help jump-start new business opportunities.

For the first time, IBM will:
– pass new midmarket sales leads valued below $50,000 (USD/EU) to authorized IBM Software partners;
– deliver new cloud computing architecture certification for partners, including education on cloud business models;
– provide direct access to more than 130 industry training sessions online and in local markets worldwide.

Businesses today are adopting technology to become more efficient and transform their organization based on specific industry requirements. IBM is delivering this initiative to help partners build the right skills needed for 21st century transformation projects. Given these requirements, under the IBM Software Value Plus skills initiative, partners can choose which products across the IBM software portfolio to become certified and authorized to sell based on their business model and industries served such as healthcare, banking and financial markets, retail, government, telecommunications, chemical and petroleum and energy and utilities among others.

According to a new Global Business Partner Profitability Survey conducted by Ronin Corporation and commissioned by IBM, 60 percent of IBM Software partners said they expect to increase profitability in 2010 and beyond by participating in Software Value Plus. The same percentage of IBM’s top-tier Software partners said they see more revenue in the form of hardware, software, and services when selling IBM software as compared to revenue generated by other vendors’ top- tier partners. From a growth perspective, 50 percent of IBM’s top-tier Software partners report that cloud computing will be a leading driver of profitability over the next two years, and the same percentage of all IBM Software partners rank consulting services as their top cloud opportunity.

In response to these survey results, IBM is delivering new resources as part of its skills initiative including:

Automatic Lead Passing — For the first time, authorized IBM Software partners can automatically receive new midmarket sales leads through IBM’s Global Business Partner Portal valued at $50,000 (USD/EU) or below. IBM will track incoming sales leads, evaluate the skills and capabilities as required by the client, and notify qualified and authorized IBM Software partners through the portal in markets where skilled partners are available.
Cloud Architecture Certifications — Authorized IBM Software partners can now learn to design public and private cloud computing solutions based on the same IBM software products they are authorized to sell.  As part of the new certification, authorized partners can take advantage of a new cloud business adoption guide that shows how to structure deals based on proven IBM business models. Additionally, IBM will launch new cloud camps for software partners through IBM Innovation Centers and other IBM locations.
IBM Technology and Solutions Training for Software Partners – For the first time, authorized IBM Software partners have an opportunity to train side-by-side with IBM Software Sales teams to learn key topics such as Industry Trends and Directions, IBM Software Industry Strategy, IBM Brand and Cross Brand Solutions and IBM Industry Frameworks. More than 130 industry sessions will be available in 2010 to authorized IBM Software partners around the world through IBM Innovation Centers or online using Virtual Industry Summits.

“Our partners are constantly looking for new ways to demonstrate business value to clients and differentiate themselves from the competition,” said Philip Gallagher, Global President, Avnet Technology Solutions, an IBM value-added distributor. “IBM’s strategy to boost access to sales, marketing and technical skills with initiatives like Software Value Plus can help partners better meet client requirements and improve their profit margins.”

Today’s news comes at a time when IBM is expanding its commitment to increase marketing investments for all IBM Business Partners serving mid-sized companies including a new cross-IBM solutions development team to create a suite of integrated, cross-IBM solution building blocks around areas such as data protection, business analytics and dynamic infrastructure; a $130 million (USD) investment in marketing and demand generation programs including a significant expansion in co-marketing programs to help partners design their own lead generation campaigns; and increased support of local partners through Territory Business Partner Representatives to drive opportunities, develop solutions, maximize co-marketing activities and focus on client satisfaction.

“Clients recognize the value in working with skilled partners to architect and implement solutions that can transform their business,” said Nicolas Jabbour, CEO, Prolifics, an IBM Premier Business Partner. “Our primary goal is to help clients succeed, and many have already switched to Prolifics because of the business and technical skills we bring to the table. IBM’s focus on providing new and relevant skills to software partners complements our core competencies as a systems integrator, and we are now tapping these resources to grow our bottom line.”

The new resources announced today are provided through the IBM Software Value Plus skills initiative that helps software partners build technical, marketing and sales skills on IBM’s software portfolio and key growth opportunities such as business analytics, collaboration and industry transformation. IBM will continue to expand Software Value Plus with additional demand generation, co-marketing and technical skills resources for software partners throughout 2010.

“Business Partners are key to IBM’s success in the marketplace, and we continue to invest in new resources that help ensure their success,” said Sandy Carter, vice president, IBM Software Group Business Partners. “With this new initiative, we are now providing our partners with the same training and resources we provide our IBM sales team. That is why our partners see us as providing the best opportunity and rewards for those who invest in our software portfolio to better serve clients, tap new markets, and sell into new industries.”

For more information on the IBM Software Value Plus initiative, visit: www.ibm.com/partnerworld/softwarevalueplus.

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Microsoft Equips Individuals With New Training Resources Needed for Jobs

February 23, 2009 · Filed Under Software News · Comment 

Elevate America initiative provides technology skills tools at no cost and low cost.

Microsoft Corp. announced a new initiative, Elevate America, which will provide up to 2 million people over the next three years with the technology training needed to succeed in the 21st-century economy.

Microsoft has worked for years with other businesses and community-based partners to broaden access to job opportunities through information technology education and training. Elevate America expands these efforts and provides immediate support in response to the current economic crisis in partnership with others in the public and private sector.

Elevate America has two main offerings, one available immediately and one that will be provided in partnership with state governments including those of Florida, New York and Washington.

A new online resource, located at http://www.microsoft.com/ElevateAmerica, is available today. This new Web site helps individuals understand what types of technical skills they need for the jobs and entrepreneurial opportunities of today and tomorrow, and resources to help acquire these skills. The Web site provides access to several Microsoft online training programs, including how to use the Internet, send e-mail and create a resume, as well as more advanced programs on using specific Microsoft applications.

In order to provide a broader range of training programs and certification exams, Microsoft will also partner with state and local governments, which in turn will make these resources available to their citizens. Pamela Passman, corporate vice president of Microsoft Global Corporate Affairs, today announced that Florida, New York and Washington will be the first states to provide Elevate America to their residents. Washington Gov. Chris Gregoire says that programs such as Elevate America are critical to providing support to Washington families and helping the economy recover.

“At the federal, state and local level, leaders are working together to help start the engine of economic growth. The private sector provides much of the spark needed to jump-start that engine,” Gregoire said. “Elevate America is a great example of Microsoft’s leadership on education and work force development — issues that bring us a step closer to recovery by helping us provide critically important help to our citizens. Washington state is pleased to be one of the first states to partner with Microsoft to provide Elevate America to our residents.”

Florida Gov. Charlie Crist said that the success of the Elevate Miami program in his state is proof that public-private partnerships can work and benefit citizens. “We have worked with Microsoft for years in Miami to bring technology training to underserved populations,” he said. “Now, with Elevate America, we have the opportunity to bring these important skills to even more people, at a time when they are needed more than ever.”

Elevate America is an extension of Microsoft’s long-standing commitment to provide skills training and certification through schools, government programs and community-based organizations. The Unlimited Potential Community Technology Skills Program is an example of how Microsoft is already working to bridge the technology skills gap and equip more people with skills relevant to today’s work force. More than half of today’s jobs require some technology skills, and the U.S. Bureau of Labor Statistics estimates that will reach 77 percent in the next decade.

“Millions of Americans don’t have the technology skills needed in today’s economy. Through Elevate America, we want to help workers get the skills they need to succeed,” Passman said. “We are also providing a full range of work force development resources for state and local governments so they can offer specialized training for their workers.”

Short-Term Needs and Long-Term Investments

According to the Bureau of Labor Statistics, more people than ever are pursuing Microsoft technical certifications. As part of the Elevate America effort, Microsoft is providing 1 million Microsoft Learning vouchers for free access to Microsoft eLearning courses and select certification exams.* This comprehensive offering also includes the following:

  • Expanded access to basic technology literacy and skills training
  • Basic-level information technology training resources through Microsoft Unlimited Potential and Digital Literacy curricula
  • Intermediate technology skills training courses, online and instructor-led, plus selected certification exams
  • Vouchers for eLearning course collections offered by Microsoft
  • Vouchers for certification exams leading to Microsoft business certification
  • Grants of cash and software to community partners to build in-classroom training capacity
  • Discounted membership rates for institutions participating in the Microsoft IT Academy program
  • Access to a new Web portal that will help guide individuals to training and resources that position them for success in the economy today, and tomorrow

More information on Elevate America is available at http://www.microsoft.com/ElevateAmerica.

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