IBM to create Cognos Partner University

IBM is changing its organisational structure to focus on Cognos channel sales.

It made the announcement following the IBM Cognos Partners of the Year Awards last night.

The company created a new global partner program at the beginning of the year called IBM Software ValueNet.

Unlike its previous program which gave incentives regionally, the new initiative is to create a global benefit system so that partners don't compete over pricing.

"We wanted to provide benefits in a controlled distribution environment for Open Distribution IBM Partners to install, resell and support Cognos products," said Mel Zeledon, senior vice president, Global Alliances at Cognos.

"The purpose of IBM Software ValueNet is to establish a global program that gives partners incentives to drive business forward."

The new initiative includes channel neutralisation, which means when partners go to market they find IBM sales teams will work with them, standard incentives for margins varied by region and increased availability for incentives ie for those who create solutions.

Zeledon said the company was also creating the IBM Cognos Partner University so partners can get free training online, technical bootcamps, presales boot camps, to be launched in July.

"This is a huge change in the way we operate in Australia," said Zeledon.

"We will introduce territory sales reps to work exclusively with channel dedicated sales teams and dedicated marketing programs."

The winners of the 2009 IBM Cognos Partner Awards were;

Business Intelligence Partner of the Year for A/NZ: Focus Strategies and Solutions
Queensland and Northern Territory Partner of the Year: Catapult BI
Victorian and Tasmanian Partner of the Year: Tridant
South Australia and Western Australia Partner of The Year: Solution Minds
Financial Performance Management of The Year Award: Cubewise
New South Wales and ACT Partner of the Year: Cubewise

The awards recognise Australian channel partners that meet or exceed revenue targets through the delivery of IBM Cognos Performance Management based solutions for the IBM full fiscal year 2008, ended December 31st 2008.

David Merchant, Australia-based sales manager, Partners and General Business, IBM Business Intelligence & Performance Management said it has 30 active partners and six were given awards.

"The awards recognise the value that these partners bring to us," he said.

 "We coincided the event with a three day Partner Business Rally to tell the channel where we see ourselves going, to talk about our technology and to  make sure we keep them up to date on our technology," Merchant added. 

IBM Cognos works with partners through the IBM Cognos Partner Program providing software, training, support and services which partners need to achieve results in their particular markets and areas of specialisation.