Strategic Partnerships Reimagined

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The landscape of enterprise technology partnerships is evolving rapidly, and IBM stands at the forefront of this transformation. Nick Otto, who leads IBM's strategic partnerships after 20 years with the company, shares a compelling vision of collaboration that transcends traditional vendor relationships.

TLDR:

IBM's partnerships with AWS, Microsoft, Adobe, Salesforce, Palo Alto, SAP, and Samsung focus on combining strengths to address market needs

What does it mean to orchestrate billion-dollar partnerships in today's AI-driven world? Nick takes us behind the scenes of IBM's relationships with tech giants including AWS, Microsoft, Adobe, Salesforce, Oracle, SAP, and Samsung. These aren't mere business arrangements—they represent a fundamental shift in how enterprise technology providers create value together rather than competing head-to-head.

The conversation reveals IBM's unwavering commitment to openness and client choice. Beginning with the hybrid cloud narrative that followed their Red Hat acquisition, IBM has consistently championed the philosophy of letting clients run workloads wherever they choose. This same principle now extends into the realm of AI, where IBM has made its Granite LLM capabilities available across multiple cloud platforms.

Perhaps most fascinating is IBM's approach to the emerging field of agentic AI. Instead of creating isolated capabilities, they're fostering bi-directional collaboration between their agents and those of partners like Salesforce and Oracle. This integration-focused strategy recognizes the reality that most enterprises are building complex technology ecosystems rather than single-vendor environments.

The strategic importance of cloud marketplaces emerges as another key theme, with IBM significantly expanding its presence on AWS and Azure platforms. With 70 software offerings across 89 countries on AWS alone, and plans to enable resellers across 22 new countries soon, IBM is meeting clients where they increasingly prefer to purchase technology.

Looking forward to the next phase of partnership innovation? Nick outlines three focal areas: deeper technology integration, continued support for hybrid approaches, and more creative commercial constructs. The goal remains consistent—helping clients solve problems their way, with the technologies they choose, delivered how they want them.

🎙️ Tune in as I speak with Nick at IBM Think 2025: https://obvs.ly/kieran-gilmurray2

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