Techaisle Blog

Rodney Clark, SVP of Partnerships and Small & Medium Business, Cisco, and Elisabeth De Dobbeleer, SVP of Cisco Partner Program, Cisco are on a mission. At the recently concluded Cisco Partner Summit 2024, Cisco unveiled its new partner program, the Cisco 360 Partner Program, which aims to redefine how partner value is recognized and rewarded. This program fosters shared success, enhances partner profitability, and simplifies the partner experience. Cisco is streamlining its partner structure by transitioning from four roles (Integrator, Provider, Advisor, and Developer) to two main tiers: Cisco Partner and Cisco Preferred Partner. This change is not due to a lack of recognition of partners' diverse roles or a disregard for the ecosystem. On the contrary, Cisco is enhancing its focus on the ecosystem, acknowledging that partners can fulfill multiple roles. This simplified structure allows partners to achieve the Preferred Partner status through a value index that recognizes metrics spanning various business models.

Cisco currently boasts a best-in-industry partner program, recognized for its strong market presence, trust, and reliability. However, the program's complexity and operational challenges are hindering its effectiveness. The multifaceted benefits, while encouraging partner adoption, can take time to manage and track. As Cisco looks to evolve its partner program, it focuses on simplifying the process and shifting towards outcome-based metrics. By focusing on profitability and operational efficiency, Cisco aims to ease the transition for partners and ensure a smooth evolution of the program.

IBM and Microsoft have an established and successful strategic partnership, marked by significant collaborations like ARO (Azure Red Hat OpenShift). In 2021, the general availability of Red Hat OpenShift on Azure evolved into Azure Managed OpenShift on Azure. In 2023, IBM achieved Partner of the Year recognition with over 13 accreditations across the Microsoft portfolio and seven in 2024.

ARO has been a cornerstone of this partnership, offering businesses a comprehensive hybrid cloud solution that seamlessly integrates Azure services with Red Hat OpenShift. This partnership has also driven IBM’s expansion on the Azure cloud marketplace, where IBM’s technology offerings have gained substantial traction.

In a significant initiative to enhance their long-standing relationship, IBM and Microsoft are expanding the partnership by bringing additional IBM solutions to businesses through the Azure Marketplace. This strategic move aims to provide businesses with a more streamlined and integrated experience, allowing them to access a broader range of IBM software and services directly within the Azure ecosystem.

Both IBM and Microsoft stand to benefit from this partnership, as Techaisle’s research indicates a growing momentum towards Azure Marketplace. 47% of businesses consider it to be secure, 45% find it well-understood, 44% utilize it due to its extensive footprint, and 41% perceive it as a mature platform. These positive perceptions highlight Azure Marketplace’s increasing appeal to businesses seeking reliable, comprehensive cloud solutions.

Expanding IBM's Offerings on Azure Marketplace: A Strategic Partnership

There are few absolute certainties in technology – but one subject that is beyond debate is that the cloud has permanently changed how technology is deployed and consumed within businesses, and AI is the latest disruptive technology. We know that AI is everywhere, but having arrived in a hurry, the changes made in response to its adoption will not leave abruptly.

Techaisle research shows that 72% of SMBs, 97% of midmarket firms, and 100% of enterprises believe technology is critical to business success. However, IT efficiency can be challenging to achieve. As the business pressures increase, the greater is the need for automation and orchestration. Business unit leaders seek inputs from IT to help achieve business goals. In straightforward terms, in 86% of firms, IT is expected to do more and is even seen as a source of innovation. In 79% of firms, IT is expected to deliver business outcomes faster. However, 80% of IT’s time is spent on support and maintenance; in 65% of organizations, IT is left with little time for innovation.

One of the key highlights of this expanded partnership is the introduction of Apptio Technology Business Management (TBM) software to the Azure Marketplace. Apptio, an IBM company, is recognized as a market leader in TBM and FinOps. It empowers organizations to make data-driven technology investment decisions and optimize costs across cloud and on-premise environments.

The roll-out of Apptio's product suite on Azure Marketplace will occur in phases, beginning with IBM Targetprocess on October 29^th, 2024. Targetprocess is an Enterprise Agile Planning (EAP) software that integrates with Azure DevOps, facilitating better budget planning and management across diverse technology environments. IBM also plans to bring its flagship IT financial management solution, IBM Apptio Costing and Planning, to the Azure Marketplace in the first quarter of 2025. These initiatives highlight a commitment from both IBM and Microsoft to provide businesses with a comprehensive suite of solutions to manage and optimize their technology investments within the Azure cloud platform.

Techaisle research shows that channel partners seek enablement and simplifications that support their growth objectives, enhance their competitive edge, and improve their operational efficiency. Lenovo has taken significant strides to streamline and strengthen its partner framework in the ever-evolving technology landscape. By consolidating eight disparate partner programs into a single global framework, Lenovo has simplified its operations and created a more efficient and effective system for its partners. This article delves into the key aspects of Lenovo's partner framework, highlighting its structure, benefits, and future initiatives.

A Unified Global Framework

Lenovo's partner framework has undergone a remarkable transformation. The company has reduced the number of incentive programs from over 2,000 to approximately 750, achieving a 63% reduction. This consolidation has made it easier for partners to navigate and benefit. The new global framework has significantly increased the number of active certifications from 6,800 to more than 42,000, covering various portfolios, including PC, infrastructure, and services.

Lenovo 360 Solutions Hub

One of the standout features of Lenovo's partner framework is the Lenovo 360 Solutions Hub. This platform offers 50 cross-portfolio solutions with associated marketing materials and guided selling tutorials. According to Techaisle’s research, 51% of partners consider marketing and sales tools essential for driving growth. The Lenovo 360 Solutions Hub is designed to enable partners to deliver end-to-end solution capabilities, making it a crucial tool for partners to stay updated with Lenovo's vast portfolio.

Digital transformation remains a crucial driver of business success, enabling organizations to enhance customer experiences, optimize operations, drive innovation, adapt to disruption, and gain a competitive edge. AI maturity is a critical determinant for fully realizing the benefits of digital transformation. Organizations with higher AI maturity can leverage data insights, automate tasks, personalize experiences, innovate products and services, and mitigate risks, ultimately propelling their digital transformation efforts and securing long-term success.

Techaisle’s research of SMBs, midmarket, and upper midmarket firms shows that AI maturity, a crucial determinant of an industry's digital transformation success, is closely intertwined with IT maturity, cloud maturity, and innovation mindset. While many industries have embarked on their AI journeys, the level of maturity varies significantly.

IT Maturity as a Foundation: A strong foundation in IT maturity is essential for successful AI adoption. Industries with higher IT maturity levels, such as Financial Services, are better positioned to leverage AI effectively. However, sectors like Healthcare and Hospitality, which are lagging in IT maturity, may face challenges in implementing AI solutions. Bridging this digital divide requires significant investments and targeted development efforts to enhance IT capabilities. For partners and IT suppliers, identifying specific IT areas for improvement within each industry could drive targeted development efforts.

Cloud Maturity as an Accelerator: Cloud adoption plays a pivotal role in accelerating AI initiatives. Industries with higher cloud maturity levels are more advanced in digital transformation and AI adoption journeys. Organizations in sectors with lower cloud maturity can gain a competitive edge by prioritizing cloud adoption and implementing robust cloud governance and security measures.

Innovation Mindset as a Catalyst: A culture of innovation is crucial for driving AI adoption. Industries with a higher propensity for innovation, such as Technology-driven sectors, are leading in AI advancements. While recognizing the potential of AI, sectors like healthcare may need to foster a more innovative mindset to fully capitalize on its benefits. On the other hand, Financial Services presents a mixed picture, with a significant number of very innovative companies alongside a substantial portion of somewhat innovative organizations.

As AI continues to evolve, industries must strive to improve their AI maturity by addressing the underlying factors of IT maturity, cloud maturity, and an innovation mindset. By doing so, they can unlock AI's full potential and drive sustainable growth and competitive advantage.

Techaisle research shows that the Financial Services, Manufacturing, Healthcare, and Retail verticals are prime AI and cloud services targets due to their shared characteristics. These industries aim to modernize operations, leverage vast amounts of data, and comply with stringent regulations. Additionally, they prioritize customer experience, operational efficiency, and scalability. By integrating AI and cloud solutions with existing systems, these industries can unlock the full potential of their technological investments, drive innovation, and maintain a competitive edge.