Partners saw this train coming, and now it's time to get on board, says IBM channel chief Marc Dupaquier in Orlando for the Channel Company's Best of Breed Conference.

In an effort to keep up with the pace of transformation in the technology industry, IBM is trying to bring its partners around to focus on high-value recurring revenue software and services business.

IBM has asked literally thousands of partners to evolve, and according to Dupaquier, who spoke with ITbestofbreed.com before his presentation Monday, the company has allowed partners to decide, at least in part, how they can best make that change.

"We ask every business partner, 'What is your expertise? What do you want to do? What can you do to add to your capabilities?'" Dupaquier said.

Nevertheless, Dupaquier said he's been shocked by how unprepared partners are to make changes and evolve.

Those that are successful in making the necessary changes away from the short-term thinking and monthly sales numbers-focused model that dominated many partner sales strategies may find their relationship with IBM more lucrative than it has ever been.

Others, Dupaquier said, "will not be IBM partners in the future."

"We want to bring partners with us on this journey," he told more than 100 Best of Breed Conference attendees Monday evening. "Come with us or you won't be an IBM business partner any longer."
 

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