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By | Paul Kunert 9th January 2015 15:06

IBM creates the One Channel Team to RULE them all

WANTED: SIs, ISVs, born-in-the-cloud firms. And existing biz partners

IBM has begun the process of rearranging the deck chairs as it consolidates the hardware and software channel teams into a single unit.

As revealed by us earlier today, Big Blue is responding to the challenges of the as-a-service era by pushing through one of the most significant reorgs in its corporate history, shelving the dusty hardware, software and services silos.

Marc Dupaquier, general manager for Global Business Partners - a year into the role - said it is creating One Channel Team “with clearer roles and responsibilities, increased scope and tighter alignment with sales for improved transaction management for our partners”.

As is customary in these occasions, he said channel partners have nothing to fear from the move, and “our teams will show up stronger than when we had separate units within IBM”.

Big Blue is acting to improve financial results following declining sales and profit numbers in calendar Q3, in which CEO Ginni Rometty binned the company’s medium-term goal to reach $20 EPS this calendar year.

Dupaquier said the reconstruction is intended to “make it easier” for existing business partners to “do business with us”, allow IBM to recruit new channelites, involved in cloud, analytics, mobility and security.

“By consolidation of channel coverage from within the company, we are simplifying the model for our business partners," added Dupaquier, "reducing overlap and freeing up resources to increase the capacity of our team to recruit help develop new business partners and partner types, as IBM places a stronger focus on systems integrators, ISVs, and born-in-the-cloud, [and, yeah] business partners."

The company has yet to discuss the new look across the wider business. ®

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