Looking for market intelligence that can help you hone your competitive strategy, assess the pros and cons of entering an adjacent market, or even refine your selling techniques? Before you pay a vendor for research reports, consider what is available to you through the IBM PartnerWorld program. IBM has a complimentary set of resources that you can leverage, including competitive intelligence, information on key trends, and insights on buyer behaviors across a range of market segments and lines of business. In fact, you'll have access to reports from both respected analysts like Gartner
and IBM's own market insights team.
As an IBM Business Partner, here are four ways that you can access market intelligence through IBM PartnerWorld:
COMP is IBM's worldwide portal for competitive information on hardware, software and services. COMP is available at no cost to all IBM PartnerWorld members and Software Value Plus Authorized IBM Business Partners. Through COMP, you can access competitive reports from analysts and vendors, as well as IBM market intelligence specialists. There you will also find online tools that can help you compare the features, functions and benefits of competitive technology products with those available from IBM. If you are looking for help demonstrating the strength of the IBM product portfolio and positioning against the competition, COMP is a great resource for you.
2- IBM Market Insights for PartnerWorld
IBM Market Insights provides IBM Business Partners with access to reports on strategic business topics, such as customer buying behavior, industry trends, and new technologies. These reports are written by IBM analysts, who offer forward-looking insights that can be especially valuable if you are looking to expand into adjacent markets. Market Insights is available at no cost to Advanced and Premier level IBM Business Partners.
In order to help IBM Business Partners more easily communicate the IBM Software value proposition to clients, the IBM Software Story organizes the IBM Software portfolio into a simplified set of client business needs and corresponding IBM capabilities. (For more information, take a look at my post on What the IBM Software Story Means for Business Partners
from August 2011.) The IBM Market Intelligence team recently completed an assessment of the worldwide market opportunity and growth rates across all of the capability solution areas. These reports are great if you need guidance on investment decisions for building new skills and/or service practices, and are available at no charge to all IBM PartnerWorld members.
The IBM Institute for Business Value (IBV) has a worldwide presence and is
comprised of more than 50 consultants who conduct research and analysis
across multiple industries and functional disciplines.
The IBV sponsors a great series of C-suite Studies
, which talk about the top priorities for CIOs, CMOs, CEOs, CFOs and CHROs. These papers can be a great resource for IBM business partners who are looking to refine techniques for selling into line of business leaders.
I encourage you to take a look at these resources as you plan for 2012. If you have any additional questions about how to access market intelligence, feel free to post them in comments section of this post!