Learn how IBM works with Consultants and System Integrators

The IBM SI Program classifies Consultants and Integrators into two categories by size and regional scope. The larger consultant and integrator companies, those with a global or cross region focus are called major or global SI partners, and those that are smaller and focus primarily within one or multiple countries in a region are called regional SI partners.

Major and Global SI program requirements:

1. Geographic coverage that is national or international in scope.
2. Extensive experience with multimillion dollar integration projects.
3. Annual integration revenues of at least $250 Million (this can be aggregated across multiple countries in any geo).
4. The prime revenue generation for the company is on Services orientated engagements.
5. At least 250 full time consultants who are available for integration projects.
6. For single SI contracts in France, Germany and the UK and for International Business Partner Agreements (IBPA) a minimum IBM Hardware Revenue (or MAA) of $7m in first 24 months of which $2m must come in the first 12 month.
   For single SI contracts in other European countries (not France, Germany or UK) a minimum IBM Hardware Revenue (or MAA) of $2m in first 24 months of which $1m must come in the first 12 months.
7. A core business that includes at least three of the following services: Management Consulting, such as Business Transformation and Business Process Re-engineering and Management Consulting Services:
   • Outsourcing
   • Application Development
   • Application Implementation Services
   • IT Architecture and Implementation Consulting Services
   • Network Infrastructure Services
   • Backup and Recovery, Continuity Services
   • Data Management Services

To become a Major or Global SI partner the applicant should contact the IBM CSI country manager who would need to sponsor the application prior to the completion of the SI application form.

Regional System Integrators Please visit IBM PartnerWorld to learn more about becoming an IBM Regional System Integrator.

Building a partnership with a company that is also an occasional competitor isn't always easy. It takes strategic vision, broad organisational commitment, investment and ongoing dedication on both sides - from account directors, partners and alliance managers to technical architects and marketing teams.

However we know that if you choose to partner with IBM, your company can access the technology leadership, resources and support you need to grow your business, improve your profitability and deliver high quality, cost effective solutions to address your client's business and technology challenges.  We also know that forging strong relationships with consulting and system integrator firms such as yours enables us to grow market share and retain our position as the worlds leading technology provider.

The benefit of being an IBM SI partner is that this relationship offers unique value through:

• Dedicated teams with in-depth knowledge and understanding of the Systems Integrator business model.
• Access to brand specialist resources including IBM Technical Specialists and Architects.
• Project based business model; no quarterly or annual product targets.
• Access to custom education and enablement.
• “Firewall protection” of the SI client opportunity from other parts of IBM.
• Assistance to engage with IBM Sector and SMB Sales teams.
• Highest level of discount for resell.
• Support with customer bids.
• Business Development funding.
• No certifications required, skills can be obtained from IBM or from an IBM Business Partner.

The IBM Computer Services Industry (CSI) team was established to manage the relationship and be the single point of contact between the SI and IBM.  The goal is to deliver technology awareness, education and support to help you be successful in your engagements that utilise IBM technology while growing our IBM share as the leading technology provider. IBM is a complex organisation, so one of the functions of the CSI team is:

1. To be the single point of contact who can work with an SI to ensure they get the necessary support within their organisation to successfully bid and utilise IBM technology within their client engagements.

2. To offer assistance to an SI while keeping the opportunity behind a confidential firewall as it is clearly recognised that IBM at times will be competing with part of the SI firms.

Yes you can partner with IBM Global Services.The two typical forms of partner arrangement are where the SI is the prime contractor or IBM is the prime contractor.

Please contact the IBM Country Leader.

The image illustrates the CSI mission and how we partner with our major and global SI partners.