IBM opens up access with VNSP programme

IBM is creating opportunities for a whole new generation of potential partners through its innovative new Value Net Solution Provider (VNSP) programme. This programme will also enable IBM to team up with the broader mid-market as it offers smaller independent software vendors (ISVs) the opportunity to team up with existing IBM solution providers (SPs) and derive the many benefits of IBM partnership status.

Says IBM Channel Executive Johnny Gounden: "The VNSP programme will allow us to penetrate the growing mid-market while simultaneously opening up new opportunities for smaller ISVs to benefit from a partnership with IBM."

The programme, which began its rollout at the beginning of October this year, allows existing IBM SPs to team up with ISVs to fulfil the value-added enhancements (VAEs) required of being an IBM solution provider.

SPs are obliged to maintain a number of reference sites for their VAEs to retain their SP status. However, in many cases the obligations were found to be onerous to some of the smaller and less financially powerful companies. Now with the VNSP programme, solution providers are empowered to join forces with other ISVs to maintain these sites as well as establish new sites. In addition, IBM is waiving the requirement for SPs to maintain a complex billed value measurement system. The SP now only needs to prove the application of value in terms of a registered VAE for each transaction.

"It means that business partners will be able to leverage the solution power of ISVs with little or no extra investment," says Gounden. "The programme allows existing business partners and solution providers to form alliances with ISVs to deliver on the value-added offerings that are part of the IBM channel partner agreement."

SPs will now be able to increase their volume of sales, without the added burden of being required to be specialised in an increasing number of channel obligations such as complex billed value measurement.

"The VNSP programme is making IBM more available and more open to people in the market. It is an exciting opportunity for us to develop new partnerships," says Gounden.

One of the most important advantages for VNSPs is that they will not have to acquire the specific product skills normally required of IBM partners, as these will be provided through the relationship with their partner SP. However, as fully-fledged IBM business partners, they may also choose to resell IBM products. VNSPs will, however, only have access to the iSeries, pSeries and zSeries products.

Equally important for the VNSP partner is that they will be granted access to many of the IBM support services previously available only to accredited IBM solution providers. These support services include the PartnerWorld Lead Management system, which intelligently allocates leads to SP and VNSP teams on the basis of skills and solutions offered by them.

Gounden points out, however, that the VNSP programme does not affect the existing Open Distribution channel and the programme in no way threatens the existence of the tier one and two solution providers. "As a matter of fact, it will help them in many cases, particularly those that are currently finding it difficult to deliver on their value-added enhancement obligations."

"As part of the programme," says Gounden, "IBM will spend an increasing amount of time on awareness creation and demand generation in joint projects with partners, as well as through its ibm.dot.com centre. This will ensure that the SP and VNSP teams` investment in time, effort and capital to perfect the delivery of their end-to-end solutions is protected, because teams that are ready to deliver solutions reliably and fast will receive quality leads to act upon."

IBM started the process of appointing its first VNSPs at the end of October following extensive assessment of current business partners and their ability to deliver on required revenues and value-added enhancements.