IBM has announced that it would pass new mid-market sales leads valued below $50,000 (USD/EU) to authorized IBM Software partners. In addition, the vendor has also firmed up the plans to deliver cloud computing architecture certification including education on cloud business models for partners. The vendor will also provide direct access to more than 130 industry training sessions online and in local markets worldwide.

These decisions were made in response to the findings of a Global Business Partner Profitability Survey commissioned by IBM and conducted by Ronin Corporation. The survey involved 400 partners of IBM across the globe. According to the survey, 60 per cent of IBM Software partners said they expected to increase profitability in 2010 and beyond by participating in Software Value Plus. From a growth perspective, 50 per cent of IBM's top-tier Software partners reported that cloud computing would 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 will pass on leads in automated fashion to its software partners. It will offer cloud architecture certifications for them and also carry out technology and solution selling training for the software partners. IBM Software partners can automatically receive mid-market sales leads for deals valued at $50,000 (USD/EU) or below through IBM's Global Business Partner portal. IBM will track incoming sales leads, evaluate the skills and capabilities as required by the client, but notify qualified and authorized IBM Software partners through the portal in markets where skilled partners are available.

The authorized IBM Software partners will get access to cloud business adoption guide to show to structure deals based on IBM business models. IBM will launch cloud camps for software partners at IBM Innovation Centers and other IBM locations. IBM Software partners will also get education on industry trends and directions, IBM's software strategy, IBM brand and cross-brand solutions and IBM's industry frameworks.  More than 130 industry sessions will be available in 2010 to authorized IBM Software partners around the world at IBM Innovation Centers or online through virtual industry summits.

This news comes at a time when IBM is expanding its marketing investments for all 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. This will be a $130 million (USD) investment in marketing and demand generation programs including co-marketing programs and support through Territory Business Partner Representatives.

"With this new initiative, we are now providing our partners with the same training and resources we provide our IBM sales team," said Anil Menon, Vice President, IBM Software Group Business Partners. 

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