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Channel programs News

Wade Tyler Millward

“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.

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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.

Wade Tyler Millward

Wade Tyler Millward is an associate editor covering cloud computing and the channel partner programs of Microsoft, IBM, Red Hat, Oracle, Salesforce, Citrix and other cloud vendors. He can be reached at wmillward@thechannelcompany.com.

Tue, 04 Oct 2022 07:15:00 -0500 en text/html https://www.crn.com/news/channel-programs/ibm-expands-partner-access-to-training-resources
Killexams : IBM Channel Chief: We’re Making Partner Engagement ‘As Easy As Possible’

Channel programs News

Wade Tyler Millward

“No matter how our partners are focused or how they‘re going to market, we want our IBM technology to be going to market with them,” IBM channel chief Kate Woolley said.

Opening to partners training and enablement resources usually reserved for IBM’s own employees is an example of how the company is investing in partners and becoming easier to work with, channel chief Kate Woolley told CRN in an interview.

And while the IBM Consulting division continues its own investments with its ongoing purchase of services businesses, those investments pose no conflict to partners, said Woolley, general manager of the IBM ecosystem.

“As we think about IBM with IBM Consulting and IBM technology, we want our partners – no matter how our partners are focused or how they‘re going to market, we want our IBM technology to be going to market with them,” Woolley said.

[RELATED: IBM’s Cloud Acquisition Charge Continues With Dialexa]

On Tuesday, the Armonk, N.Y.-based technology giant 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.

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 is made 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.”

CRN also asked Woolley about IBM’s exact acquisition spree of services businesses – including Dialexa in September, Neudesic in February and Bluetab Solutions and BoxBoat in July 2021.

Although IBM spun off its managed infrastructure practice into a separate, publicly traded company called Kyndryl, the remaining IBM Consulting wing remains a big part of IBM’s business. IBM reported consulting revenue of $4.8 billion in its latest quarterly earnings, up from $4.4 billion from the same period a year prior.

“I don‘t see conflict versus IBM consulting,” Woolley said. “I honestly don’t see that conflict. I think we want to be going to market with all of our partners regardless of what motion they‘re taking it through.”

Here’s what else Woolley had to say.

Wade Tyler Millward

Wade Tyler Millward is an associate editor covering cloud computing and the channel partner programs of Microsoft, IBM, Red Hat, Oracle, Salesforce, Citrix and other cloud vendors. He can be reached at wmillward@thechannelcompany.com.

Wed, 05 Oct 2022 09:51:00 -0500 en text/html https://www.crn.com/news/channel-programs/ibm-channel-chief-we-re-making-partner-engagement-as-easy-as-possible-
Killexams : New Hampshire-based Connection charges IBM with failed software upgrade
In lawsuit, firm says it lost ‘millions’ in botched switch to new system

IBM botched a $9.2 million contract to upgrade Merrimack-based Connection’s financial software, disrupting the tech vendor’s business and causing it to lose “millions of dollars,” according to a lawsuit filed Friday in U.S. District Court in Concord.

The suit squares off two publicly traded technology firms: Connection, with annual revenue of just under $3 billion, with IBM, which has over $57 billion in revenue.

According to the suit, Connection contracted with IBM in 2017 to implement a new enterprise resource planning system, which companies rely on to manages customer purchasing, billing order fulfillment, financial accounting, inventory tracking and payment/credit card procession. Connection had been using a system known as JDE World since 1998, but in 2013 IBM recommended upgrading to a newer JDE platform, EnterpriseOne, saying it would be faster and less costly to implement.

IBM, charging $600,000 for a preliminary investigation, concluded that it could do a “vanilla” upgrade of the “out-of-the-box” software that would be suitable for Connection in 17 months. IBM charged the company $9.2 million for the switch, says the suit, even though it “knew that the complexities of Connection’s business required extensive configuration and high customization.”

The contract took longer than 17 months. Indeed, it didn’t go live until May 2020, with an added cost of $2 million, according to the complaint. When Connection officials expressed concerns about whether the system was ready to go live, IBM officials allegedly assured them that it was ready, that Connection was “too conservative,” suffering from “change management issues” and had to be willing to “rip off the Band-Aid,” since any issues could easily be resolved with a “workaround.” Besides, the lawsuit says, if something went wrong, it could always go back to JD World.

But when Connection switched to the new system it was allegedly unable to do a myriad of tasks reliably, including accepting orders, invoicing, accurately processing credit cards and tracking inventory. Taxes were charged to those who were tax-exempt, some orders were shipped when credit card actions were declined and other orders were accepted for goods Connection didn’t have, the complaint charges.

And, the complaint contends, Connection couldn’t return to the old system.

Connection contends it spent almost 81,000 hours fixing the deficiencies and that the disruptions cost the company to lose both customers and revenue. It charges IBM with eight counts, including breach of contract, professional negligence, fraudulent misrepresentation and violation of the NH Consumer Protection Act and asks for unspecified damages.

Connection attorney Christopher Carter of Hinckley, Allen & Snyder, declined comment at deadline.

IBM’s attorney hadn’t put in a court appearance at deadline, but the company released the following statement: “IBM rejects every allegation in the complaint and will defend itself vigorously in this case.”

Tue, 04 Oct 2022 02:00:00 -0500 en-US text/html https://www.nhbr.com/new-hampshire-based-connection-charges-ibm-with-failed-software-upgrade/
Killexams : IBM’s former CEO downplays the importance of a college degree for six-figure earning ‘new collar’ jobs that now make up half of its workers

A four-year bachelor’s degree has long been the first rung to climbing America’s corporate ladder.

But the move to prioritize skills over a college education is sweeping through some of America’s largest companies, including Google, EY, Microsoft, and Apple. Strong proponents say the shift helps circumvent a needless barrier to workplace diversity.

“I really do believe an inclusive diverse workforce is better for your company, it’s good for the business,” Ginni Rometty, former IBM CEO, told Fortune Media CEO Alan Murray during a panel last month for Connect, Fortune’s executive education community. “That’s not just altruistic.”

Under Rometty’s leadership in 2016, tech giant IBM coined the term “new collar jobs” in reference to roles that require a specific set of skills rather than a four-year degree. It’s a personal commitment for Rometty, one that hits close to home for the 40-year IBM veteran.

When Rometty was 16, her father left the family, leaving her mother, who’d never worked outside the home, suddenly in the position to provide.

“She had four children and nothing past high school, and she had to get a job to…get us out of this downward spiral,” Rometty recalled to Murray. “What I saw in that was that my mother had aptitude; she wasn’t dumb, she just didn’t have access, and that forever stayed in my mind.”

When Rometty became CEO in 2012 following the Great Recession, the U.S. unemployment rate hovered around 8%. Despite the influx of applicants, she struggled to find employees who were trained in the particular cybersecurity area she was looking for.

“I realized I couldn’t hire them, so I had to start building them,” she said.

In 2011, IBM launched a corporate social responsibility effort called the Pathways in Technology Early College High School (P-TECH) in Brooklyn. It’s since expanded to 11 states in the U.S. and 28 countries.

Through P-TECH, Rometty visited “a very poor high school in a bad neighborhood” that received the company’s support, as well as a community college where IBM was offering help with a technology-based curriculum and internships.

“Voilà! These kids could do the work. I didn’t have [applicants with] college degrees, so I learned that propensity to learn is way more important than just having a degree,” Rometty said.

Realizing the students were fully capable of the tasks that IBM needed moved Rometty to return to the drawing board when it came to IBM’s own application process and whom it was reaching. She said that at the time, 95% of job openings at IBM required a four-year degree. As of January 2021, less than half do, and the company is continuously reevaluating its roles.

For the jobs that now no longer require degrees and instead rely on skills and willingness to learn, IBM had always hired Ph.D. holders from the very best Ivy League schools, Rometty told Murray. But data shows that the degree-less hires for the same jobs performed just as well. “They were more loyal, higher retention, and many went on to get college degrees,” she said.

Rometty has since become cochair of OneTen, a civic organization committed to hiring, promoting, and advancing 1 million Black individuals without four-year degrees within the next 10 years.

If college degrees no longer become compulsory for white-collar jobs, many other qualifications—skills that couldn’t be easily taught in a boot camp, apprenticeship program, or in the first month on the job—could die off, too, University of Virginia Darden School of Business professor Sean Martin told Fortune last year.

“The companies themselves miss out on people that research suggests…might be less entitled, more culturally savvy, more desirous of being there,” Martin said. Rather than pedigree, he added, hiring managers should look for motivation.

That’s certainly the case at IBM. Once the company widened its scope, Rometty said, the propensity to learn quickly became more of an important hiring factor than just a degree.

This story was originally featured on Fortune.com

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Sun, 16 Oct 2022 06:27:00 -0500 en-US text/html https://finance.yahoo.com/news/ibm-former-ceo-downplays-importance-165139880.html
Killexams : Hochul wants Biden administration to 'take ownership' of migrant 'crisis'

New York Gov. Kathy Hochul (D) placed responsibility squarely on President Joe Biden and his administration to tackle an influx of immigrants coming to the state.

Describing the situation as a worsening “humanitarian crisis,” Hochul lamented a lack of federal action to address the declining situation.

WATCH: KAMALA HARRIS SLAMS REPUBLICANS OVER MIGRANT BUSING, BLAMES TRUMP FOR BORDER CRISIS

“We really are looking for a federal response to this, to take ownership of a crisis, and we’ll be there to help, but this belongs to the federal government,” Hochul told reporters, per the New York Post.

Hochul, who has described herself as a "Biden Democrat," implored the federal government to acknowledge the urgency of the situation.

Joe Biden, Kathy Hochul
President Joe Biden is greeted by New York Gov. Kathy Hochul as he arrives at Stewart Air National Guard Base in Newburgh, N.Y., Thursday, Oct. 6, 2022, to travel to Poughkeepsie, N.Y., to tour an IBM facility. (AP Photo/Andrew Harnik)

Andrew Harnik/AP

“We want the federal government to see that this is a humanitarian crisis," she added.

Over exact weeks, roughly 18,600 asylum-seekers are estimated to have arrived in New York City. Some Republican governors in Southern states, including Texas Gov. Greg Abbott, have in exact months transported immigrants to blue states or cities in an effort to draw attention to the situation at the U.S.-Mexico border. For example, between Aug. 5 and mid-September, Texas moved 2,500 immigrants to New York City, according to the Texas governor's office.

New York City Mayor Eric Adams, a Democrat, recently declared an emergency on the situation and claimed that schools and homeless shelters have been overwhelmed.

Hochul's midterm election opponent, Rep. Lee Zeldin (R-NY), has criticized her for backing policies that he says incentivize immigrants to head toward the Empire State.

“There’s a Green Light Law that is in place that prevents federal law enforcement from being able to get access to DMV records. There was just an expansion of all Medicaid, where they’re now providing additional tax dollars to people who aren’t legally here,” Zeldin said in a statement, per the New York Post.

CLICK HERE TO READ MORE FROM THE WASHINGTON EXAMINER

The New York governor reportedly noted that she is working to prod the federal government into pouring more resources to assist with the immigrant situation.

Last month, the U.S. crossed a record-breaking 2 million migrant crossings for the fiscal year ending in September at the U.S.-Mexico border.

Fri, 14 Oct 2022 22:00:00 -0500 en text/html https://www.washingtonexaminer.com/politics/new-york-hochul-biden-administration-own-migrant-crisis
Killexams : IBM doubles down on partner ecosystem investment
Kate Woolley (IBM)

Kate Woolley (IBM)

Credit: Supplied

IBM is on a mission to double its revenue via its partner ecosystem in the next three to five years, making some significant updates to its PartnerWorld program along the way. 

As part of its efforts to re-position ecosystem partners at the center of the company’s go-to-market strategy, partners will now have access to the same badges and selling enablement materials as IBM sellers.

This is part of IBM’s ongoing commitment to growing its ecosystem.

“We will continue to make investments in the partner experience so that together, as a single team, we can achieve our goal of doubling revenue through the IBM ecosystem in the next 3–5 years,” said Kate Woolley, IBM’s ecosystem general manager.

The badges and additional materials are available through a new learning hub, designed to Improve the digital experience for partners.

“Users will notice a more modernised and consistent experience on the IBM training site, making it easier to find resources,” Woolley said.

All registered partners have access to these resources at the same time as IBM sellers, and at no cost.