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IBM embraces the co-selling model for the channel

Channel Strategy

CDN has just received confirmation from IBM through a blog post by Dave Carlquist that the company’s Systems and Technology Group (STG) will employ a co-selling approach with its top channel partners across the globe.

Carlquist is the vice president of STG worldwide channels. IBM said in this blog post that this co-selling model will enhance the route-to-market for both vendor and channel partner and its already been rolled out globally.

According to IBM, the co-selling model consists of:

offers a stronger value proposition to clients who have access to the resources of both an IBM business partner and a STG seller;
improves field engagement with business partners from both a sales and technical perspective;
extends the vendor’s ability to deliver value, drive profitable growth and capture new opportunities in the marketplace.

The Carlquist blog went on to say that by moving to a co-selling model, solution providers become the primary route-to-market for servers, storage and networking for the majority of IBM’s clients especially in the mid-market.

Meanwhile, at IBM, the STG brand sales specialists, their success, will be closely linked to the success of channel partners. This is designed to provide increased engagement between the inside sales team and the channel in an attempt to identify more opportunities and increase sales along with technical support. IBM also hopes to expand channel capacity through this co-selling model.

“I am confident that together we can drive more IBM business by engaging the skilled resources of our business partner firms and extending our combined reach into the marketplace. Together, we offer a stronger value proposition for our clients, which results in a win for all,” Carlquist said in the blog.