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How to team

IBM Global Services collaborates with Business Partners across all business sizes for both the sale and delivery of services. Maintain your competitive edge and satisfy your clients' needs by teaming with IBM Global Services.
Fee compensations for selling Services (BP exhibit)
IGS teaming models
Teaming models at a glance
Agent
BP as prime
IBM as prime
Lead pass
Resell (remarketer discount)
Resell (closed contract fee)
Supplier
Featured items
Guide to teaming with IGS
Innovate, collaborate, grow and transform your businesses with IGS.
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Teaming Blueprint
How to team with IBM Global Services at a glance
IBM offers you several different engagement models for teaming with IGS. Each relationship carries a different level of responsibility and services expertise.
How you can make money with IGS
Teaming model* Compensation Who leads the account relationship? Who owns contract and pricing?
Agent Receive fees for selling services in an assigned/non/exclusive territory Business Partner IBM
BP as Prime Jointly sell and deliver services solution. Subcontract IBM for delivery of IBM portfolio. Markup on IBM net price. Business Partner (IBM supports) Business Partner
IBM as Prime Sell IBM services solution and receive fees based on contract value. May also add your own services to contract when selling a co-delivered solution. IBM (BP supports) IBM
Lead Pass Referral fees for valid leads that IBM closes IBM IBM
Resell Receive a discount when selling IBM Global Services Business Partner Business Partner
Supplier Receive a negotiated rate for services delivered IBM IBM
* teaming models vary by country

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Agent - Business Partner sells; IBM delivers
Description
Business Partner sells specific IBM branded services to clients in unassigned, non exclusive territory
Business Partner provides dedicated sales resources
IBM provides support to help sales resources develop proficiency on the relevant IBM services portfolio
Participating Business Partners must meet criteria, which may vary by offering
Advantages
Broadens the Business Partner's services portfolio and ability to tap into fast-growing Services opportunities
Offers assigned territory with linkages to IBM sales team
Business Partner gains access to the IBM Global Services sales pipeline and co-marketing support
Typical Partner Profile Client Sector Compensation Model Contracts
Solution Providers and Regional Systems Integrators with specialty sales skills, including hosting and business recovery SMB Enhanced Fees Business Partner Agreement and Sales Agent Attachment
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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Business Partner as Prime - Selling and delivery are collaborative (Business Partner leads delivery)
Description
Business Partner maintains lead in client relationship by qualifying and validating prospects, selling and closing deals
Business Partner utilizes IBM services offerings embedded in the Partner's branded solutions
Business Partner leads both sales and delivery, leveraging IBM as the subcontractor
Advantages
Business Partner owns the contract and leads the relationship with the client
Business Partners have greater control over pricing and margin
Typical Partner Profile Client Sector Compensation Model Contracts
Regional Systems Integrators, Solution Providers All sectors Markup on net price Business Partner Agreement and Solution Engagement Agreement
or
Transaction Agreement and Solution Engagement Agreement
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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IBM as Prime* selling and delivery are collaborative (IBM leads delivery)
Description
Business Partner is involved end-to-end in the sales cycle, from lead generation to closing and solution delivery
Opportunity identification comes from IBM and from the IBM Business Partner
Client signs an IBM contract
Business Partner receives a fee for Services rendered as a vendor and may also receive a fee for marketing of services, if applicable.
Business Partner provides skills to assist IBM in delivery
Advantages
Business Partners have ability to provide customers with a comprehensive solution
Business Partner increases bench utilization by assisting in IBM solution delivery
Typical Partner Profile Client Sector Compensation Model Contracts
Regional Systems Integrators, Solution Providers SMB Delivery revenue via negotiated rates Business Partner Agreement and Solution Engagement Agreement
or
Transaction Agreement and Solution Engagement Agreement
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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Lead Pass – Business Partner identifies opportunities; IBM sells and delivers
Description
Business Partner identifies services opportunities and passes the lead to IBM
IBM owns the opportunity, sells the solution and delivers the services
Firm does not need to be an IBM Business Partner to participate; firm may sign the Lead Pass Agreement to participate in this model
Advantages
Firms or IBM Business Partners can satisfy client requirements for IT services that are beyond normal scope of business without making a major investment in skills, capabilities or sales resources
Typical Partner Profile Client Sector Compensation Model Contracts
Regional Systems Integrators, Independent Software Vendors, Solution Providers All sectors Referral fees for valid leads that close Lead Pass Agreement or Business Partner Agreement
Get more information on the Lead Pass Model
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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Resell (remarketer discount) - Business Partner sells; IBM delivers
Description
Business Partner can sell IBM services for specific discounts, without restrictions on market segment, target size or geography
Business Partner leads the customer relationship
Business Partner holds the contract, sets the price and bills the client directly
IBM delivers the solution
Advantages
Business Partner controls margin and profit, and leads the account relationship and strategy
Business Partner gains access to IBM Global Services sales and co-marketing support
Typical Partner Profile Client Sector Compensation Model Contracts
Solution Providers, Resellers with hardware focus All sectors Discounts or enhanced fees Business Partner Agreement
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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Resell (closed contract fee) - Business Partner sells; IBM delivers
Description
Business Partner can sell IBM Services for specific fees, without restrictions on market segment, target size or geography
Business Partner works with end user customer to close contract
Business Partner returns signed services contract/order to IBM
Business Partner receives fee for closing Services deal
IBM holds the contract, sets the price and bills the client directly
IBM delivers the solution
Advantages
Business Partner gains access to IBM Global Services sales and co-marketing support
Business Partner reduces risk and administrative costs by having IBM handle billing and collections
Typical Partner Profile Client Sector Compensation Model Contracts
Solution Providers, Resellers with hardware focus All sectors Fee for closed contract Business Partner Agreement

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IBM Supplier - IBM identifies opportunities and sells; supplier is an IBM procurement vendor for an IBM delivered solution
Description
Supplier assists IBM in solution delivery with skills relevant to the project
IBM owns the contract and provides all sales functions
Supplier works through IBM Procurement, not IBM Global Services
Advantages
Increases bench utilization
Does not require sales resources or volume commitments
Typical Partner Profile Client Sector Compensation Model Contracts
Any qualified IT firm with delivery capabilities All sectors Negotiated rates for services delivery Solution Engagement Agreement
Firms without a signed IBM Business Partner Agreement, but are interested in teaming with IBM Global Services, can begin by contacting PartnerWorld Contact Services who can answer questions regarding the contracting arrangement that is best suited for your firm.
For more information on IBM Global Services teaming, please refer to the IBM Global Services Teaming Blueprint and Principles of Engagement.

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