IBM Software Resellers Closing In On Jan. 25 Certification Deadline
Under the program, previously known as "Growth Through Skills," some 100,000 resellers of IBM software products must be certified in selling, implementing and supporting those products starting Jan. 25. On that day IBM switches from an open distribution model, under which any solution provider could resell IBM software, to a closed plan limited to channel partners with certified sales and technical staff.
Some partners have criticized the new requirements as a burden, particularly during a tough economic year, while others see the certification program as an opportunity to distinguish themselves in a crowded market.
"None of this was a burden on us," said Ketch Nowacki, training director in the professional services group at Revelwood, a Parsippany, N.J.-based solution provider. Revelwood's regional sales managers have earned IBM sales certifications while 11 members of the company's Professional Services Group have been certified, leaving just three staffers that Nowacki was confident would be certified by the end of the year.
"We've fully embraced this," said Michael Fischer, executive vice president of enterprise server, software and security solutions at MSI Systems Integrators, an Omaha, Neb.-based solution provider and one of IBM's biggest channel partners. MSI takes the position that the technical skills it offers -- and which it is getting certified for -- "helps customers realize the benefits in the investments they've made in IBM software," Fischer said.
One partner, however, didn't see the value in the program. In a Channelweb.com article in October the solution provider, who asked that he not be identified, said that in the past if he uncovered a sales opportunity for an IBM software product, he could make the sale and call in IBM professional services to handle the implementation, resulting in a win-win for both. But under the new requirements he can't do that, a change that will limit his ability to identify sales opportunities outside his areas of certification.
The reseller also argued that the change shifts more sales, general and administrative costs from IBM to its partners.
IBM isn't requiring resellers to undergo training if they already know their stuff, only that they pass the certification tests. Nowacki said that was the case with Revelwood's staff. "Our people went right to the tests and aced them," he said. Revelwood works with IBM Cognos business intelligence software, including the TM1 financial performance management application, and trains its customers on the technology.
An IBM spokesman wouldn't disclose how many software resellers have been certified so far or how many are in danger of no longer being allowed to sell IBM products come Jan. 25.
Nowacki echoed other solution providers by saying that getting IBM's "stamp of approval" certification will provide an opportunity to stand out from competitors. "There's definitely value in it," he said.
But Nowacki agreed that the requirements could have been burdensome had Revelwood's employees had to take training courses before taking the tests. Although IBM covered many of the costs associated with the training under a "you pass, we pay" policy, there would still have been the cost of taking sales representatives and technicians out of the field for training.
MSI is shooting to get certified across 14 IBM software brands with two technical staffers and one sales representative certified in each product line. Right now the certifications are complete for 11 product lines and Fischer is confident everything will be wrapped up by the Jan. 25 deadline.
At MSI each technician already devotes about 80 hours a year to training and certification, so Fischer said the IBM requirements are generally par for the course. The company is focusing on getting certified in areas that are core to its business, such as IBM Lotus software and Tivoli Storage Manager, and less on products such as WebSphere Commerce that are outside MSI's expertise.
Until now, IBM partners that invested a lot in employee training would sometimes find themselves undercut by resellers that compete on price -- a problem the Software Value Plus initiative should help alleviate, Fischer said. "IBM is looking to make fewer, bigger bets on its channel partners," he said.