A lot of vendors claim to value managed service providers, but in truth, very few actually produce goods or services that MSPs can actually afford and easily use to deliver their service offerings. IBM is definitely not in this camp.
After attending the IBM Edge event this week, I can only come to the conclusion that the IBM path forwards not only involves MSPs, but that this strategy also heavily counts on the success of the MSPs. From a vibrant group of technology partners to MSPs who either possess maturity or have capabilities to achieve maturation quickly, IBM has charted a course that is difficult to obtain if the MSPs are not fully on board with the plan.
What is the plan?
IBM has gradually been transforming away from a PC to a services company. Through various acquisitions, including the latest of IaaS provider SoftLayer, IBM has been assembling tools that have placed the company in a strongly competitive position as a global IT services leader. IBM is not just satisfied with being a dominant enterprise leader though. Engaging in an aggressive channel strategy that heavily embraces MSPs is part of their plan. That much was very clear from the Edge event this week.
Many of the MSPs at the event were mature in terms of their service delivery capabilities. More than a few had their own data centers, although a number ofnthose were relatiely new to managed servies. the point im making is IBM wants MSPs who have resources. MSPs with the capabilities to take IBM solutions like PureFlex and the offerings from SoftLayer, which inevitably will be coming once the acquisition closes.
IBM’s Big Data Ambitions for MSPs
It’s true that IBM has a lot riding on the big data philosophy. While I cannot say how big data will fare in the wake of all the national data privacy discussions taking place, I can say that IBM does view the MSP community as integral to their big data strategy.
Big data is not just a strategy for enterprise service providers, big data does have a role to play in the success of MSPs. The message articulated in a number of the sessions this week focused on big data as a concept that can sprout many different business models for service providers. From analysis, data management, to the infrastructure supporting it, big data is a unique area that IBM has carved out for itself and its partners.
I’ve watched a lot of enterprise technology companies over the years try and fail to create an effective managed services channel strategy. IBM has a good chance for success based on what I’ve seen.
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