By Suparna Chawla Bhasin
Publication Date: 2026-01-27 14:00:00
IBM is accelerating its Partner Plus program to better align its partner ecosystem with how AI solutions are being sold, delivered, and scaled across enterprises. AI deals now cut across platforms, services, and marketplaces. They slow down when partner programs are designed around transactions rather than delivery. IBM’s updates are intended to help partners sell and deliver AI in ways that reflect how clients actually buy, deploy, and run technology today.
Showing impact through deal speed and margins
IBM says it is focusing on operational metrics that partners care about, not just program engagement. David La Rose, General Manager, IBM Ecosystem, Sales, told ChannelE2E that the company is already seeing results in how quickly deals move from lead to close.“We’re building on the success of Partner Plus by helping partners align, scale and grow profitability with us,” La Rose said. “We’ve already cut sales handoff time by 70% through Auto Deal Share, getting qualified…
