Igniting strategic partnership for IBM and Dell Technologies

Discover

One of IBM’s biggest strategic alliances complements and supplements both the Global Technology Services (GTS) and Global Business Services (GBS) portfolios of the business. Working across both can be a huge undertaking and when a global alliance is formed the management, development and discovery can often maximize the capacity of multiple teams at once. For the IBM and Dell Technologies Alliance there was a requirement to define and ignite the Alliance’s joint value proposition and detail the wraparound services across the portfolios of solutions for both organisations and ensure alignment from executive leadership.

Plan

The Dell Technologies and IBM Alliance is built on a strong foundation of collaboration, cooperation and trust. Both leadership teams are united in their long-term visions for the future, and in further developing our unparalleled joint offerings through intelligent partnership. This campaign took IBM and Dell Technologies Alliance joint solutions to market, demonstrating the highly configurable approach to modern cloud infrastructure that communicated the following core offerings:

- Cyber resilience - IBM Services Cyber Vault
- Enterprise Storage - Isilon
- Cloud Operations - Cloud Pak
- Enterprise Networking - NF-as-a-Service
- Workspace Management Services (WMS)- Unified Workspace
- IT Transformation on VxRail

Deliver

The development of messaging and solution frameworks delivered to key buyer personas including CIO, CTO, CISO, senior IT executives and senior line of business executives in target enterprise organisations, unfamiliar with the IBM Dell Technologies joint proposition. Development of whitepapers, reports, infographics, sales deck presentations and the right material to roll out the Alliance messaging all following the sign off and success of the joint value propositions between IBM and Dell Technologies

Together both organisations provide a single enterprise set of solutions enabling control, governance, ongoing visibility and support for the lifecycle, security and investments associated with applications, devices and applications across a range of solutions. The Alliance's marketing campaigns allow the value of these solutions to be successfully communicated to target enterprise accounts, demonstrating global expertize and providing solutions to hundreds of clients.

Prove

30%

YOY growth

60%

Seller enablement (global reach)

6

Core solutions areas

72%

Cyber Vault Solutions growth

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