IBM reorganizes partner program to incentivize indirect sales

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IBM is reorganizing its partner program in a bid to serve clients through partners with the same level of expertise as it does directly. This is a big deal for all but its largest clients, as IBM has spent the last two years moving much of its revenue to indirect sales channels. IBM now has just 400 direct clients, down from 5,600 two years earlier, CEO Arvind Krishna said in October 2022. The new program, Partner Plus, covers IBM’s hybrid cloud and AI activities. (The company’s Red Hat division maintains its own partner ecosystem.) One thing that sets Partner Plus apart from its predecessor, …

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