Business Partner - IBM vs. Microsoft
I had an interesting chat with a business partner, who shall not be named, over the weekend which recalled memories of similar experiences and conversations before. I've been an IBM Business Partner as well as a Microsoft partner in Germany and Singapore, so I have some recall of my own (which I would discount now since that is more than 5 respectively 10 years ago). The gist of the conversation: Both IBM and Microsoft want to earn money with the help of the business partner. However the approach is diametral opposite. My partner summed it up as: "Microsoft would periodically shower you with information: look, this is how you can make money using Microsoft while IBM would periodically request: Can you please submit your sales plan and customers to our system". I know a few conversations can't establish a trend, nevertheless they can rise an eye brow. Of course is it easy to argue looking at the stock price that IBM does it right. So the question remains: what is, once you loose the myopic quarter-end view, the most efficient and mutual satisfactory way to run your partner network?