August 6th, 2020
Are you a mid-market company using IBM analytics tools like Cognos, SPSS and TM1? If so, you might be frustrated that IBM has a revolving door of account executives managing your account. We understand your pain and so does IBM. That is why IBM recommends working with an IBM Business Partner. This is particularly true for smaller, mid-market organizations.
IBM Structure
IBM’s structure is complex. They have many people assigned to each account all with unique roles designed to help you and sell more software. A typical mid-market account will have an account executive that manages the entire IBM relationship, two analytics reps to cover different products in the portfolio and a renewal rep whose job is to get you to renew. That is a lot of IBMers. But sometimes clients needing help feel like they are just spinning within the IBM land, not knowing who to call. That is why IBM recommends working with a business partner.
In addition to the above roles IBM also breaks down clients based on an account classification. They have strategic accounts which are typically very large companies. IBM led accounts which are large companies that IBM is focused on servicing. Finally, the smaller or mid-market companies fall in what is typically called BP-Led for business partner led.
What is BP-Led?
IBM realized that they cannot focus on every market. Logically IBM wants to focus on the large enterprises, so they strategically planned for mid-market clients is to leverage skilled, certified partners. Certified IBM business partners, like Lodestar Solutions, provide huge value to clients. For over 16 years Lodestar Solutions has helped our clients with licensing, renewals, training, and providing consulting services.
Note that not all firms stating they provide IBM Cognos, TM1 or SPSS services are certified authorized business partners. Certified partners that are authorized to sell IBM software and provide services must obtain certification and are held to a high standard. To find certified, authorized partners check out IBM’s site.
Benefits of Working with a Partner
For Midmarket IBM clients, partners are fabulous because often you can get your answers from one person instead of bouncing around IBM structures like a pinball. Experienced partners know how to cut through the red-tape and are with you for the long haul. Since partners not only sell licensing and renewals but also implement they are like one-stop shopping.
How to Leverage a Partner
Licensing
As an IBM analytics client have you ever wondered what the heck you really own? Wondering if there is a better licensing model to save you money or provide more functionality?
IBM’s licensing models have changed a lot over the years and partners can ensure you are maximizing your investment. Lodestar offers a session called, “What the Heck Do I Own - IBM Analytics” where we walk you through what you own, how clients use the various components and advise you on money saving techniques. Email Services@lodestarsolutions.com to schedule a session.
Lodestar Solutions has identified that some IBM Cognos and TM1 clients are on outdated licensing models.
While others could benefit from new subscription options of the software like SPSS Statistics Subscriptions.
Renewals
IBM certified reselling partners can also help you with your renewals. Lodestar Solutions offers clients a complimentary annual license review and new functionality discussion. In this discussion we address challenges, educate clients on licensing changes and warn of potential landmines. Our clients love these sessions and leave motivated and empowered.
Additionally, if you are receiving multiple support bills throughout the year, Christina our renewal specialist can help consolidate your bills, so that you get a single bill for all your IBM Analytics support. This will make your planning and budgeting for Cognos a lot easier.
Yes, you can just renew with IBM, but did you know that the renewal specialist does not know if your licensing would pass an audit. Their only job is to renew your licensing. But with Lodestar you get a deep dive review, and you will never pay more than you can buy it from IBM.
Blogs for your benefit
Protect Yourself in an IBM Cognos Audit
IBM Cognos Support Renewals Consolidated with Other IT Assets
The first step is to make sure you understand what the heck you own with your IBM Cognos licensing. The second step is to make sure you have access to talented people when you need help.
Let's schedule a time to chat.
Now you know Why IBM Recommends Working with a Business Partner. Lodestar Solutions wants to be your go to partner. We are offering a complimentary 1 hour session to discuss your challenges and to provide a “What the Heck Do I Own” session where we will discuss your specific licensing. If you have specific product questions you can email them in advanced of the meeting. In our virtual meeting, we will also make recommendations if there is a better licensing alternative to save you money. The trick to saving money is to review the licensing before your next renewal, so we need to act quickly.
Email renewals@lodestarsolutions.com today to schedule a complimentary discussion.