Through this service, IBM provides companies with a technological infrastructure (located in IBM data processing centers) that has similar capabilities to the client's on-premises infrastructure. In the event of an incident on the client's technological platform, companies that have contracted this service can resume operations from IBM facilities, where a copy of all their information will be stored. This service is specifically designed for companies with more than 100 employees and features a simple, fast, and easy contracting system that allows the business partner to work independently with the client.
Collaboration schemes
IBM's new channel services strategy features two flexible collaboration schemes between the business partner and IBM:
• The commission-based model involves a direct collaboration between IBM, the business partner, and the client. The business partner identifies and validates an opportunity, while IBM provides support throughout the sales cycle and is responsible for delivering the service. This is a collaboration where complementarity and trust between both parties are essential, and shop therefore the business partner receives a commission based on their contribution to the sales cycle. In this case, the solutions offered are customized for each client.
• The reseller model presents a more standardized approach, with closed packages of solutions and services. In this case, the business partner is responsible for the entire sales cycle and benefits from a discount on IBM service packages, giving them significant management autonomy. The prices for these solutions are very competitive and allow for economies of scale.
"We find ourselves in an increasingly specialized market where collaboration and complementarity between IBM and its business partners are essential," says Leopoldo Cabrera, Channel Manager for IBM Services in Spain, Portugal, Greece, Turkey, and Israel. "The new offering complements the previous one and covers all of IBM's business lines in the services area, offering, among others, consulting, IT infrastructure, software and hardware maintenance, and outsourcing."