IBM does well by the channel
IBM is often used in business parlance as an example of a megalithic, old-style company that is sometimes hard to work with due to the size of its bureaucracy. But the company hopes to change that perception, at least in terms of how it works with the channel.
As Channel Insider points out, "We've all heard our share of horror stories over the years." IBM has developed somewhat of a reputation as being difficult to work with, being unwieldy, and having a preference for direct sales as opposed to channel.
But that may change, as IBM launches a new campaign among resellers, and publishng a "Principles of Engagement" document that specifically outlines a set of rules for internal salespeople in relation to the channel. The rules will push more deals to the channel, and state the rules for deciding when an account should go to a channel partner. For IBM, it's a big cultural change, and for the channel, it will provide a lot more clarity, and more deals as well.
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