Introducing the Main Characters [IBM Cloud Glossary]
IBM Cloud Marketplace Reseller (CMR)
IBM Cloud Aggregator (CA)
IBM Partner Marketplace
IBM is modernizing its sales model by introducing a two-tiered software distribution process known as the Cloud Marketplace Reseller program. To qualify as a Cloud Marketplace Reseller (CMR), organizations need to partner with an IBM Cloud Aggregator (CA). The Cloud Aggregators provide Go-To-Market support and a cloud marketplace (IBM Partner Marketplace) for resellers to operate their IBM as-a-Service business.
As part of the IBM Partner Marketplace model, IBM takes over three key responsibilities from sellers to let them focus on growth.
• By partnering up CMR with major Cloud Aggregators like AppXite, IBM ensures that all of its sellers will have from day one web-based platform to sell, bill and provision subscriptions.
• IBM digitally enables top-performing software solutions so they can be onboarded on IBM Partner Marketplaces, and to be sold and bundled with other SaaS solutions
• IBM takes care of the end-user support instead of Cloud Marketplace Resellers
Remove the friction in SaaS sales to increase the force with zero-touch sales, minimum transaction costs and smart digital marketing. With this program, IBM spotlighted modern IBM partners with cloud experience, grasp on digital marketing, and the capability to assist resellers with their SaaS growth. Successful CAs are able to transition their value-added services and deliver a meaningful impact on resellers’ IT channels, ultimately shaping their differentiator's position.
Advantages of Becoming IBM Cloud Marketplace Reseller
The IBM Cloud Marketplace Reseller program is a simple way to sell IBM SaaS solutions. It protects the interests of the sellers while providing them with opportunities to grow and scale their businesses, catalogs, and services.
IBM’s distribution model prioritizes customer ownership. Since this model eliminates direct contact between IBM and end-customers, sellers solidly own the customer data.
Increase value proposition leveraging cloud aggregator’s support and reselling or bundling IBM offerings for attractive margins with other vendor’s relevant solutions.
IBM Reseller model requires no sales certification or up-front investment which rapidly speeds up the Go-To-Market process & allow sellers to focus on doing business.
Commit to a certain amount of subscriptions sold to end-customers to collect a retail discount from IBM in the form of a credit - the longer the term, the higher the discount.