IBM Software Group, Sandy Carter: how to improve the competitiveness of the software channels

IBM Software Group, the original can only be regarded departments in the Big Blue's "little brother", HP pavilion dv6000 Battery has now grown to nearly a 50% profit contribution to the "big brother." As for the software group, the partners will become the main force of development, from business partners is also growing year by year, obviously, IBM software, the continuous strengthening of the competitiveness channel.

The next five years to bloom more

CBI: First of all, you lead the entire team had Le a year plan, now the world change quickly, so plan Zhong Nian Zai 5 IBM and our partners will be to expand the field in which Zhongdian? Sandy Carter: five years, we think it is very suitable to predict the future investment in time customers, potential customers should be five years if the investment period of five years in some aspects of this plan is the better protection of customer investment. IBM five-year plan to not only consider how much money, more is how the time by five-year plan to help customers in industries where customers will be customers and other competitors differentiate themselves up, to help customers improve their, not just customers to survive, but also better develop the five-year period.

So, we do this five-year plan is through extensive research and made after careful consideration, we first do the CEO's report,

CEO survey and interviews, and we have our own laboratory, we have three research units outside just now we are looking at four growth points, a part of China's emerging market, growth market. Second, the wisdom of the earth, business analysis, cloud computing.

CBI: You took the time to give the IBM Software Group's channel management want to see what significant changes?

Sandy Carter: First of all, is to make a single SVP, through growth SVP, growth achieved through restructuring plan, a unified SVP, allow customers to continue to grow and profit through the SVP.

Secondly, when I took office the goal is to build our partner team, but this team is very Dell Inspiron 8000 battery enthusiastic, very positive, very happy, through the year, satisfaction with our partners increased by 20%, so that by this point This year has proved, I realized.

Third, the hope that they can be embedded IBM's culture, will these partners as a member of IBM, with IBM's development, these partners have also continued development. As one of us, this is my channel management office would like to bring three goals. Came to China, I hope you will remember I said this a few key points. First, IBM Greater China are our partners that can profit most suppliers. Second, our products are very good, but we are constantly acquired, to maintain our leading edge products. Third, we continue the cooperation with our partners for investment, a lot of other suppliers to reduce the input of the partners, Er we You 100 million U.S. dollars this year on the investment partners, Ji Zhi Yuan them. It is a very good opportunity for China to become IBM in the joint, and our common growth.

Cloud computing is the trend

CBI: a new strategy this year, there is a cloud on partner certification, is to obtain IBM About Cloud 架构 authorized by the sales, then this certification is the sales of which product? In addition, our partners how to participate in the sale of cloud computing, or channels to?

Sandy Carter: Actually, the cloud architecture certification is targeted at the architecture, not the hardware and software, is for the structure of the various parts, including hardware, software, and network, and the use of all parts of cloud computing is for the architecture, rather than a particular part, including public and private cloud cloud architecture.

Partners were involved in cloud computing, there are several ways. First, our partners have their own private clouds, can provide some private cloud products, such as our WebSphere's CloudBurst; second is the public cloud, some of our customers

A public cloud, they have a Hong Kong public cloud resources can offer. So are two, one is the public cloud, a cloud is private. In addition, we have a number of Hezuo partners, they have their own private clouds to Yan Zheng a number of private Yun Ji Shu and Jiejuefangan, you can verify some of Jin Xing Ji customers of concepts that are yes private cloud, Dan Shi customers can use their private cloud to verify Some technical solutions, which is a third way.

CBI: IBM that cloud computing is the future trend of growth in other sectors of the 7 times, then what kind of areas that IBM considered the field of cloud computing, you can have seven times the growth?

Sandy Carter: Actually, including the IDC has been that the larger one from the private cloud, dell Latitude D820 battery many companies test the private cloud, as relatively safe, or safe and secure. Many companies bring cloud computing into not only the technology changes, changes in corporate culture is, because of cloud computing, everything is shared. In addition, for cloud computing is that we

WorkLoad point of view, such as Rational Software, a private cloud to verify the concepts, validate those techniques. In addition, we have WebSphere's Cloud Burst, is configured to verify the results and share. It is undeniable that security is a private cloud to run them more concerned about our customers and the company that we are both partners give us more power. In fact,

This goes more like those we see now, like car manufacturers, car manufacturers before the glass from the car to the car all the steel to the automotive assembly, they are all done from scratch, tail, and now automobile manufacturers is actually a assemblers had. Cloud computing is also true, and now the company's IT infrastructure from initial configuration to IT facilities for loading, to application development, the future may be able to unload some of the work flow to the clouds on the inside, this fact, and carmakers are the same truth.

Partners in order to continue to support small

CBI: IBM plans for small orders for the engine is started from when I know that after a period of advance, with sales of our small orders

Rose 69%, this figure is amazing, our mind is what?

Sandy Carter: This program is officially launched in January 2010, so that an increase in the first half of last year and the first half of this year, up 69% of the figure. So far, the standard small orders in the 25 thousand U.S. dollars or less. Today we announced that the standard of small orders rise to 5 million U.S. dollars below.

CBI: the past, this "red line" is the 25K USD, is now obvious change is the upgrade from 25K to Dell Inspiron 9400 Battery 50K, Why the change in advance

What the process approach to allow partners to accept this extra 25K?

Sandy Carter: We started to see customers as a standard in the 25K small sales orders to do is very good, up nearly 69%. We now see, to help him push to the 50K, I hope our sales team and our partners work together to push 50K, 50K small orders because we believe that is a very fast growing market in the hope of the two team in this market can achieved very good results. Meanwhile, our own feelings, we have implemented over the past few months is to give you confidence, when confidence in the future we have not made this decision blindly. We asked a lot of partners, we asked many questions, not hundred percent of people said Yes, but 90% of people say Yes, it has given us the confidence to do this part. In general, I also need to have more confidence.

CBI: it can talk about why IBM will encourage small orders, which is also in order to encourage small extra incentive against small orders and small orders have been very limited amount of their own, why IBM should provide it this award?

Sandy Carter: In fact, IBM itself, we argue on the small order is also very much a hot topic. If we look at IBM in 2015, planned growth in large part from the SMEs, which average unit price of all orders of 5 million dollars or less.

It is a very good strategy, there are two levels, first, follow the flow of money away, which places the money in which the fastest growth areas, which places the best profits, we see much of future growth comes from SMEs, so we encourage our partners to go along with small orders. Second, after several years of development of small and medium enterprises will become a big business, if we are to SMEs when they are involved, the use of our products, when they reached the big corporations will not LG R405 battery have problems.