Why Collaborate?
 
In the past few years, our research has shown a marked spike in the interest of partners in working with their peers.  Recent studies have shown that partners see a significant value in partnering, both from an economic perspective and from a capabilities perspective.  More than 74% of resellers saw collaboration with other partners as a significant factor in sourcing new customers, generating revenue, and winning larger projects.  Most partners regularly work with an average of 8 other partners, and 31% of their revenue comes via partnering (growing at 15% annually).  This feedback is even stronger as it relates to the recent economic challenges.  Our research also shows that one of the key hurdles in making collaboration happen is the lack of trust that exists between partners.  Partially for that reason IBM has created and IBM sponsored forum that ensures that you are working with some of the best companies in the business. 

The key to ROI is finding someone else you can work with to sell in new geographies, or sell a new solution.  The first step is picking someone with complementary skill sets.