IBM unveils new channel collaboration strategy for services
Posted: Thu Jul 10, 2025 8:51 am
- The goal is to engage the channel in providing higher value-added services through a flexible collaboration framework.
- IBM launches a range of services specifically for SMEs, which will be marketed primarily through distributors.
IBM has presented its new channel strategy for services, which allows its network of business partners to expand its offerings to include higher value-added services through a highly flexible collaboration framework. To achieve this goal, IBM has designed a line of specific services for SMEs that will be marketed primarily through the channel.
"The goal of this new strategy is to strengthen our collaboration with the channel by offering our business partners a new offering and a new collaboration framework that will allow us to provide SMEs with highly standardized services at a very competitive price," says Pedro Lázaro, Director of Marketing and Services Strategy, IBM Spain, Portugal, Greece, Turkey, and Israel.
Evolution
Through this strategy, IBM aims to promote the channel's role in higher shop value-added services, which go beyond hardware or software maintenance.
To this end, the company has launched a new range of services specifically for SMEs, which will be marketed primarily through the channel and are designed to be easy to sell and configure. These highly competitive solutions allow business partners to interact directly with the client and require no investment, as they are standardized packages. IBM's offering for SMEs through the channel includes the following services:
• IBM Express Managed Services (IEMS): This is a line of IBM services that remotely manages a client process, such as email security or backing up information on each workstation. These are standard services with a simple contracting structure based on a monthly fee. Three of the 10 Express services that IBM plans to announce throughout the year are currently available: IBM Express Email Security Service, IBM Express Online Backup Service, and IBM Express Email Recovery Service.
- IBM launches a range of services specifically for SMEs, which will be marketed primarily through distributors.
IBM has presented its new channel strategy for services, which allows its network of business partners to expand its offerings to include higher value-added services through a highly flexible collaboration framework. To achieve this goal, IBM has designed a line of specific services for SMEs that will be marketed primarily through the channel.
"The goal of this new strategy is to strengthen our collaboration with the channel by offering our business partners a new offering and a new collaboration framework that will allow us to provide SMEs with highly standardized services at a very competitive price," says Pedro Lázaro, Director of Marketing and Services Strategy, IBM Spain, Portugal, Greece, Turkey, and Israel.
Evolution
Through this strategy, IBM aims to promote the channel's role in higher shop value-added services, which go beyond hardware or software maintenance.
To this end, the company has launched a new range of services specifically for SMEs, which will be marketed primarily through the channel and are designed to be easy to sell and configure. These highly competitive solutions allow business partners to interact directly with the client and require no investment, as they are standardized packages. IBM's offering for SMEs through the channel includes the following services:
• IBM Express Managed Services (IEMS): This is a line of IBM services that remotely manages a client process, such as email security or backing up information on each workstation. These are standard services with a simple contracting structure based on a monthly fee. Three of the 10 Express services that IBM plans to announce throughout the year are currently available: IBM Express Email Security Service, IBM Express Online Backup Service, and IBM Express Email Recovery Service.