October 04, 2022, 07:15 PM EDT

“We can‘t be essential unless our partners are skilled in our products and confident in going to their clients with our products and selling them with us and for IBM,” IBM channel chief Kate Woolley said.

IBM has started giving registered members of its PartnerWorld program access to the training, badges and enablement IBM sales employees get along with a new learning hub for accessing materials.

The expansion is part of the Armonk, N.Y.-based tech giant’s investment in its partner program, IBM channel chief Kate Woolley told CRN in an interview.

“We can‘t be essential unless our partners are skilled in our products and confident in going to their clients with our products and selling them with us and for IBM,” said Woolley (pictured), general manager of the IBM ecosystem.

[RELATED: Channel Chief Kate Woolley: ‘No Better Time To Be An IBM Partner’]

Partners now have access to sales and technical badges showing industry expertise, according to a blog post Tuesday. Badges are shareable on LinkedIn and other professional social platforms. IBM sales representatives and partners will receive new content at the same time as it becomes available.

“This is the next step in that journey in terms of making sure that all of our registered partners have access to all of the same training, all of the same enablement materials as IBMers,” Woolley told CRN. “That’s the big message that we want people to hear. And then also in line with continuing to make it easier to do business with IBM, this has all been done through a much improved digital experience in terms of how our partners are able to access and consume.”

Among the materials available to IBM partners are scripts for sales demonstrations, templates for sales presentations and positioning offerings compared to competitors, white papers, analyst reports and solution briefs. Skilling and enablement materials are available through a new learning hub IBM has launched.

“The partners are telling us they want more expertise on their teams in terms of the IBM products that they‘re able to sell and how equipped they are to sell them,” Woolley said. “And as we look at what we’re hearing from clients as well, clients want that. … Our clients are saying, ‘We want more technical expertise. We want more experiential selling. We want IBM’ – and that means the IBM ecosystem as well – ‘to have all of that expertise and to have access to all the right enablement material to be able to engage with us as clients.’”

The company has doubled the number of brand-specialized partner sellers in the ecosystem and increased the number of technical partner sellers by more than 35 percent, according to IBM.

The company’s exact program changes have led to improved deal registration and introduced to partners more than 7,000 potential deals valued at more than $500 million globally, according to IBM. Those numbers are based on IBM sales data from January 2022 to August.

Along with the expanded access to training and enablement resources, Woolley told CRN that another example of aligning the IBM sales force and partners was a single sales kickoff event for employees and partners. A year ago, two separate events were held.

“I want our partners to continue to feel and see this as a big investment in them and representative of how focused we are on the ecosystem and how invested we are,” she said.

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In honor of National Hispanic Heritage Month, we asked three IBM employees to share their experiences. Romelia Flores is an IBM distinguished engineer and a master inventor currently on IBM's client engineering team based in Dallas, Texas. Robert Loredo is the IBM quantum ambassador worldwide lead and a master inventor based in South Florida. Catherine Treviño is a z Hardware brand technical specialist based in Poughkeepsie, New York.

In this Q&A, these three employees open up about how mentorship has benefitted their careers and share the importance of giving back to fellow members of the Hispanic community. 

Tell us about your journey at IBM.

Flores: I joined IBM over 30 years ago as an intern and student at the University of Texas at Austin where I obtained a degree in computer science. As a software developer, I thrive on leveraging technology to accelerate business and collaborate with clients to drive app modernization. IBM has superlative talent around the world, many of whom have guided my journey. Being a strong technologist means being a continuous learner of technology as well as establishing a strong network.

Loredo: I joined IBM in 2004 and am fortunate to have a successful career because of IBM's network and community. I have 20 years of experience in enterprise product development leveraging leading-edge technologies, most recently with quantum computing, a technology that's expected to solve intractable problems that today's most powerful classical supercomputers find challenging to solve.

Treviño: My journey at IBM has been short but accomplished! I joined in 2020 as an intern and rising senior from the University of Texas – Rio Grande Valley. Upon completing my internship, I accepted an offer and returned in 2021. I've since switched roles to a different business unit, thanks to the guidance of fellow volunteers of Hispanics@IBM, the community for Hispanic IBM employees.

How has mentorship impacted your career?

Treviño: Networking led to a new opportunity within my first year at IBM. When I first joined full-time, I quickly realized the role was not the right fit. As a first-generation professional, I wasn't sure how to navigate the situation. I chatted with Alan, IBM D&I leader for the Hispanic community, who connected me with Cleo, a Hispanic executive council leader, who brought up an open role. I'm grateful for that connection! Long story short, I'm now part of Cleo's global sales team, where I help financial market clients find solutions with our z Systems.

Loredo: I'm grateful for the mentor who saw my potential and found a unique way to teach me complex subjects. While at Miami-Dade College, I struggled with the courses for engineering majors. My professor knew I enjoyed music and began teaching me mathematics using music as an analogy. That was my 'aha!' moment. My grades improved, allowing a transfer to the University of Miami, where I completed my bachelor's and master's degrees in computer engineering. That moment, when my professor found an unconventional way to teach, had a profound impact on me. I use that technique today. I wrote a book that teaches quantum computing implementation and I use analogies to explain it.

As a mentor, what advice do you share with mentees?

Flores: I've mentored hundreds of college students and IBM employees, including distinguished engineers and technologists. I've been told— especially by females and underrepresented minorities — that they've never seen a technologist with my level of impact, and they ask, "What's your secret to success?" This inspired me to develop the "Eight Cs: Blueprint for Success" which I believe are key attributes for attaining success: competence, communication, commitment, creativity, collaboration, confidence, community, and chuckle – we often forget about this last one, but our work should be fun!

This post was created by IBM with Insider Studios.

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The demand for cloud-based collaboration tools, content management solutions, and online streaming platforms has picked up. All organizations use analytics to Boost decision-making and automate processes for increased productivity and cost-effectiveness. To meet the demands of clients, new entrants use machine learning for activities ranging from designing games, translating language, predicting future market trends, composing music, as well as diagnosing diseases.

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Key deterrents to the growth of the market:

Customers often show concerns about sharing information since their sensitive data may get leaked resulting in difficulty in implementation of cloud-based ML applications for most entrepreneurs. The infrastructure of the IT industry in third-world countries is not developed enough to enhance cloud-based business activities. When system requirements are omitted or not fully met due to human error intervention in the development, testing, or verification processes, system defects in data flow occur.

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COMTEX_414285166/2808/2022-09-12T23:59:59

Customer Identity & Access Management (CIAM) , Security Operations

Perennial leaders ForgeRock, Ping Identity and IBM, along with a surging Okta, set themselves apart from the pack of CIAM vendors in the latest report by KuppingerCole analysts.

See Also: Building a Secure IoT Deployment Using 5G Wireless WAN

Ping Identity leapfrogged ForgeRock to capture the gold in product leadership, and IBM once again took the bronze. ForgeRock, Ping Identity and IBM maintained the gold, silver and bronze, respectively, in innovation leadership. And in the market leadership category, Microsoft again took gold, Auth0 catapulted from seventh to second place in market leadership due to becoming part of Okta, and SAP fell from second to third since the last report in late 2020, KuppingerCole found.

"The trend toward digitalization of consumer experiences was well underway in the late 2010s, and the COVID pandemic forced more businesses and other organizations to expedite digital transformation," John Tolbert wrote in the 120-page report. "With every iteration of this report, we observe significant acquisitions of CIAM certified by others in the market, and entry into the market of new vendors."

Microsoft, Okta and IBM were the three market share leaders in the broader $13.6 billion identity and access management category last year, while Ping Identity and ForgeRock captured ninth and 10th place, according to IDC. Thoma Bravo has acquired SailPoint and plans to buy Ping and ForgeRock. Should the three companies be combined, it would take the bronze in market share, narrowly edging out IBM.

"Innovation in CIAM drives the wider IAM market," Tolbert wrote. "The 'consumerization of IT' is exemplified by the push to use CIAM methods and technologies for registration, authentication, and authorization in workforce IAM. Features that were considered innovative in the previous edition of this report are going mainstream."

Outside of the top four, here's how KuppingerCole sees the CIAM market:

• Leader: SAP, LoginRadius, Microsoft, Transmit Security, OneWelcome, WSO2;
• Challenger: Cisaas, Cloudentity, Optimal IDM, 1Kosmos, Simeio, Synacor, CoffeeBean, Xayone, Nevis Security, NRI, ReachFive, Fusion Auth, DruID.

The latest rankings represent a drop for SAP and WSO2, which fell from third to fifth and eighth to 10th, respectively. Microsoft and OneWelcome leapt from ninth to seventh and 10th to ninth, respectively. LoginRadius held steady in sixth place, while Transmit Security - which raised $543 million last year - is new to the list.

"The CIAM market is growing and there is room for much further expansion, with many vendors offering mature solutions providing standard and deluxe features to support millions of users across every industrial sector," Tolbert wrote. "Some vendors have about every feature one could want in a CIAM product, while others are more specialized, and thus have different kinds of technical capabilities."

How the CIAM Leaders Climbed Their Way to the Top