Live@Impact: IBM Business Partners take center stage at Impact
Mary Forlenza 270001BN8C MARYF@US.IBM.COM | | Tags:  ibmimpact impact2013 ibmbusinesspartners ibm_bp_summit
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Reporting from Las Vegas, Tim Nunes, IBM WebSphere Communications.
Impact 2013 kicked off in top gear with a focus on IBM’s most valued Business Partners. Dave Mitchell, vice president of IBM WebSphere Business Partners, General Business & Enablement, welcomed nearly 800 Business Partners from various industries, many of whom traveled up to ten hours to attend this year’s event to take advantage of opportunities to develop skills, grow pipeline and close deals.
According to Marie Wieck, general manager of IBM WebSphere, IBM Software Group, Business Partners contributed significant WebSphere revenue, revenue growth, and software and support subscriptions in 2012. Wieck shared a preview of the coming week’s IBM announcements and closed by suggesting that Business Partners leverage the more than 300 success stories that will be shared by clients at Impact, as “There’s no better seller than the customer who is presenting that story.”
Mark Register, vice president of IBM Business Partners and Mid-Market, IBM Software Group, emphasized the importance of previewing upcoming announcements with Business Partners, stating, “You hear it first because you’re such a vital part of our customers’ experience.”
Register discussed how IBM partner programs are helping contribute significantly to participating Business Partners’ bottom lines, including double-digit profitability increases. He then invited multiple Business Partners on stage to further highlight the value of IBM’s Business Partner programs:
Mark Register and Martin Banda
Martin Banda, General Director of Emergys Mexico discussed Emergys’ success in engaging with other IBM Business Partners in solution-based selling to deliver more complete solutions and address the needs of clients faster. He noted, “Co-partnering has worked very well for us.”
Describing how partnering with IBM can lead to accelerated success and maximized profits, Hari Madamalla, vice president of BPM and Industry Solutions, Perficient, said, “In the last four years, our IBM solutions practice has grown 30 to 40%.”
Dave Mitchell returned to the stage to emphasize how an increasingly competitive marketplace – exemplified by smaller deal sizes, shorter ROI expectations, faster deployments, flexible delivery models and more – highlights the need for Business Partners to both maximize their participation in IBM Business Partner programs and focus on key IBM offerings such as IBM PureApplication System, IBM MobileFirst and IBM WebSphere Application Server.
The summit closed with attendees being encouraged to take advantage of two new Business Partner incentives - those not in attendance can contact Dan Russell at email@example.com for more details. They were also encouraged to choose from nine Business Partner Summit breakout sessions and visit the Business Partner Café at the Solution Center.