IBM New Zealand is claiming momentum in its channel-led push to win a chunk of the opportunities presented by hybrid cloud.
New country leader David Hook said the channel was important for IBM to be successful and to achieve scale, to grow its brand and its capabilities.
In that cause IBM had been working to build trust with partners and recently achieved a net promoter score increase of 68 per cent in the channel.
That could mark a turnaround for a company born as a vendor that traditionally liked to go to market directly outside of high volume product categories.
Embracing and supporting partners is a key part of the company’s new global strategy focusing on the opportunities presented by its US$34 billion acquisition of Red Hat to become a hybrid cloud provider, as well as other core strengths in data and artificial intelligence.
Open standards breed ecosystems
The behemoth formerly known as “Big Blue” now sees itself as an open standards platform company. To succeed in that mode required it to build a strong ecosystem.
Hook joined IBM NZ as head of sales in the company’s global markets division in 2019 before winning promotion to country leader last November following the retirement of Mike Smith.
He brought a wealth of channel knowledge having formerly worked in distribution with Westcon-Comstor and within the partner community at Fujitsu.
Globally, the company talks about hybrid cloud as a US$1 trillion opportunity.
“Customers all talk about heading to cloud but will still have infrastructure services on premises that they are going to move to public cloud, but they will be in hybrid for some time,” Hook said.