IBM Offers Pre-Integrated Smart Analytics Systems For Channel Partners

Makes $500 million in financing available to former Sun channel partners.

IBM Corp. said it will make available to channel partners additional pre-integrated and optimized systems from its existing Smart Analytics portfolio, a move the vendor believes will open up the data analytics market for solution providers and present new revenue opportunities.

The vendor also said that its Global Financing arm is dangling up to $500 million in financing for credit-qualified former Sun Microsystems Inc. channel partners, now under Oracle Corp.’s umbrella, interested in reselling IBM systems.

IBM is also making available to Sun partners its newly-developed profit optimizer tool free of charge. The tool, which originally was designed for IBM’s business partners, will enable Sun resellers to model potential market opportunities, including sales from IBM products and services, also factoring in, if applicable, IBM financing.

IBM said that it already has accepted some 100 Sun partners into its fold either through setting up new relationships or extending existing ones.

The vendor sees a market opportunity among a wide swath of businesses for powerful, flexible systems that amass, order and connect large volumes of data in ways that can lead to actionable strategies. With its new offering, IBM reasons that channel partners will add applications and services to the Smart Analytics platform, and in so doing, facilitate the market and boost sales.

The vendor said that the Smart Analytics systems are optimized with the proper balance of software, systems and storage capabilities for workloads generating huge amounts of data.

The vendor’s Smart Analytics portfolio includes the System 5600, based on System x, the System 7600, based on the Power System, and System 9600, based on System z.

“These two announcements demonstrate IBM’s commitment to the IT channel, providing new sources of revenue and profitability to business partners across the spectrum,” said Jay Holbrook, IBM Global Financing director of worldwide channels.

“IBM wants to ensure the financial health of its business partners so they can service and sell IT solutions to their end user clients for years to come,” Holbrook said.

Systems offer vertical customization

IBM’s data compilation and analysis solutions are designed for specific vertical segments, including retail, insurance, banking, health care and telecommunications. The vendor said that customers can be up and running on its systems--“be analytics ready”--in as few as 12 days.

A process that typically occupies the time of a half dozen technical experts to set up now is configurable by one person, according to the vendor.

IBM said that it has adequately prepared channel partners to sell the Smart Analytics systems, providing financing, webinars and training workshops.

“While other vendors are taking a different approach, IBM is actively engaged in growing its community of channel partners,” said Rob Thomas, vice president, IBM Business Development.

“We are catering to software, hardware and industry solution partners who are an important part of our IBM team,” he said. “IBM reinforces its commitment to our partners by bringing the power of analytics to allow them to transform their business through information.”

An IBM Business Partner said that the Smart Analytics systems will provide sales opportunities for partners.

“Forward thinking organizations are looking at these optimized systems coupled with analytics as the natural next step to classify, aggregate and correlate data into meaningful insights to stay ahead of the competition,” said Matt Castle, managing director at Perficient Inc., a Cupertino, CA-based IT consultant.

TAGS: IBM,business intelligence,Sun Microsystems,channel partners,Smart Analytics

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