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Add a way for tracking partner influence against cloud services

MSFT, AWS, and Google all have a functionality whereby a partner gets credit for bringing customers to their cloud platforms. It works like this: when a customer creates a new account with the provider, there is a field in which a partner code is entered. This code is tied to a database that references the code to the partner and means that whenever a customer provisions additional services, the partner receives credit for them. Because we do not have this feature today, we do not have any visibility into how partners are influencing the consumption of our platform and thus cannot gauge the success or failure of our partner programs. Without this feature we cannot accurately determine the value of the channel and most importantly we disincentives the partners from positioning the cloud services platform since they do not get any sort of credit for it in the long run.

  • Chris Harrold
  • Sep 7 2017
  • Needs review
  • Attach files
  • Vladimir Stojanovski commented
    September 12, 2017 22:39

    We can't build the Partner Ecosystem we need without this feature. It is an absolute showstopper.

  • Louis Frolio commented
    September 15, 2017 15:15

    Is it a trade secret how AWS, Google Cloud, and Azure measure and quantify this?  If not then we need to learn from what they do!  This should not be rocket science not should we reinvent the wheel.

     

    Lou's two cents.

  • David Chiola commented
    September 15, 2017 20:41

    Partners are always hesitant about sharing customer details with IBM systems, for fear of not getting credit, or losing the opp. to another partner.  In fact, we had this scenario happen upon IBM's WA launch; with partners wanting to sell Watson Analytics.  Since there was no way to tie the customer to WA registration, partners were not willing to encourage a client to register outside their control.  This small innovation, alongside additional other small controls, is a good fix.

  • Darrel Pyle commented
    September 18, 2017 15:10

    For partners to be willing and enthusiastic about selling the IBM cloud to their customer, there must be a method for linking customers to the partner that brought them on board.  This will provide a necessary incentive for partners and an added benefit since IBM will be able to see partner activity enabling us to provide enablement, guidance, etc. where needed, preferably proactively, to further enhance our partner ecosystem.

  • Dan de Grazia commented
    September 21, 2017 17:41

    Just to say it again SHOW STOPPER! with out this we are seen to be a revenue prevention system for partners.

  • Louis Frolio commented
    September 21, 2017 17:41

    This is an absolute necessity for our success.

  • Tom Woodward commented
    September 22, 2017 14:04

    We've needed this for as long as we have been offering SaaS,

  • Tom Woodward commented
    September 22, 2017 14:07

    We absolutely need this and have been clamouring for a solution since we started selling XaaS solutions. There should also be a component that recognizes partners for growing opportunities and for to tie promotions and marketing support to the partners who faithfully leverage the system.

  • Alfonso Grau commented
    September 22, 2017 17:54

    If this doesn't get implemented, I'd like to clearly understand the strategy behind that decision. Seems pretty straight forward to me and it's more a question of defining how fair 'credit' is defined.

  • Cristina Zabeo commented
    September 22, 2017 18:05

    We already have a SaaS referral/Channel Value Rewards Sales Assist incentive that provides this feature. Are you/your partners aware? What is their feedback? Why are they not using :-)?

     

    https://www-356.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_sc_saas

  • Chris Harrold commented
    September 22, 2017 20:31

    Per your comment, Christine, the issue is not that we have a process or not, it is that the process is too manual, rooted in a transaction-based partner view, and does not allow for the seamless and painless tracking of partners that drive adoption of our platform in an ongoing way.

    If we are successful at recruiting (to the scale of MS or AWS, we are talking about 1000's of partners with the potential for 10s or even 100s of thousands of single-service transactions.  There is no way a manual review process can keep up with that. It has to be part of th platform if we ever want to be taken seriously as a threat in the cloud space. Without that, partners will continue to go to the easier platform and bypass us.

  • Rich Saxton commented
    September 25, 2017 13:23

    Trying to vote for this but don't see the link - so YES.

  • Mark Khan commented
    September 25, 2017 16:42

     Sounds awesome, good luck!

  • John Herron commented
    September 25, 2017 21:49

    Partner influence is a significant contributor to IBM revenue.  We need visibility to this metric.

  • Cristina Zabeo commented
    September 26, 2017 22:41

    Chris - thanks for the clarification. Please address the request to Rosalva Nunez, she is the director responsible for all Cloud activities related to Business Partners, Worldwide - including incentives.

    Agree that this is a great idea and hope this can go thru!

  • Lauren Buchholz commented
    September 27, 2017 20:11

    I think that it is something that give IBM a clearer view of their IBM business and enable them to drive more business once we have a better understanding of how much of a part the Business Partners play. I have read some of the comments and do not know enough about working with BPs to comment on their willingness to disclose this kind of information. I'm surprised this is not already something that IBM quantifies!

  • Lauren Buchholz commented
    September 27, 2017 20:20

    EDITED: I think that this is something that will give IBM a clearer view of their cloud business and give them a better understanding of the size of the role Business Partners play. I have read some of the comments and do not know enough about working with BPs to comment on their willingness to disclose this kind of information, but I am surprised this is not already something that IBM quantifies!

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