As the "AI-first" era of enterprise technology moves from experimentation to massive deployment, IBM is doubling down on the engine that drives its market reach: its partners.
In a major strategic update announced today, Kareem Yusuf, Ph.D., IBM’s Senior Vice President of Ecosystems and Strategic Partners, unveiled a significant acceleration of the IBM Partner Plus program. The move is designed to streamline how businesses buy and deploy AI by empowering a global network of resellers, service providers, and ISVs with new incentives and AI-driven tools.
A New Blueprint for the AI Economy
The shift in how businesses consume technology—increasingly through hyperscaler marketplaces and automated platforms—has forced a rethink of traditional channel models. Yusuf noted that meeting current client demand requires "more than great products," calling for an ecosystem that moves with "speed, clarity, and shared outcomes."
To meet this need, IBM is introducing several key enhancements for 2026:
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AI-Driven Selling Experiences: Leveraging IBM’s own internal tech stack, partners will have access to new tools to identify opportunities and close deals with higher velocity.
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Streamlined Routes to Market: IBM is prioritizing "frictionless" commerce by optimizing self-service, e-commerce, and major hyperscaler marketplaces.
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The "Agent Connect" Initiative: A new focus on IBM Agent Connect aims to bridge the gap between IBM’s direct sellers and its partner network, ensuring better alignment on complex enterprise deals.
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Scalable Co-Marketing & Incentives: Enhanced funding and automated incentive structures are being rolled out to help resellers and service partners scale their pipeline more aggressively.
Tailored Support for a Diverse Ecosystem
The 2026 strategy isn't a one-size-fits-all approach. IBM has recalibrated its coverage model to support different partner types:
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For Resellers: The focus is on removing friction, automating business processes, and strengthening the product offers that drive high-volume pipeline.
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For Service Partners: IBM is investing in resources to help consultants and integrators embed IBM technology (like watsonx) into their own proprietary service offerings.
