On The Ground with IBM at ATxEnterprise - Build Program for Startups and Solution Providers
Interview Summary
The video covers IBM's initiatives in addressing AI talent shortages and supporting partners through their build program.
IBM's representative, Loke Peng Yuen, discusses their research findings regarding the scarcity of AI talent in the market and introduces their solution through pre-built AI products and assistance. These tools allow communities, customers, and partners to leverage AI capabilities without requiring deep technical expertise.
The speaker then details IBM's build program, which is designed specifically for startups, solution providers, and ISV communities. The program consists of two main components: co-create and co-sell. In the co-create phase, IBM's Build Lab engineers work directly with partners to develop MVPs, pilots, and proof of concepts. The co-sell phase involves IBM's entire sales organization helping partners market their solutions, with IBM sellers receiving compensation for partner solution sales.
Key highlights from the interview:
IBM's AI Talent Shortage Solution
IBM acknowledges the scarcity of AI talent based on their research. To address this, they've developed pre-built AI products and assistance that allow communities, customers, and partners to implement AI solutions without requiring extensive AI expertise.
Introduction to IBM Build Program
The speaker outlines IBM's build program, specifically designed for startups, solution providers, and ISV communities. The program offers a structured journey for organizations to leverage IBM's resources and benefits.
Co-Create Initiative
The first key component of the build program involves IBM's Build Lab engineers collaborating with startups and solution providers to co-create MVPs, pilots, and proof of concepts. Partners can then enhance and market these initial products.
Co-Sell Partnership Strategy
The second component focuses on product promotion and sales. IBM leverages its entire sales organization to help partners market their solutions, with IBM sellers receiving compensation for successfully selling partner solutions.
Video Interview Transcript
AI Talent Shortages and IBM’s Solution
00:09 – Loke Peng Yuen
"In IBM we know that uh based on our research, AI talents, AI skills are hard come by uh they are not a lot in the market."
00:18 – Loke Peng Yuen
"So in IBM we have resources, we have enterprise expertise to help uh the communities, our partners."
00:25 – Loke Peng Yuen
"What IBM has done is that we have pre-built certain AI products and what we call this AI assistance."
00:31 – Loke Peng Yuen
"For the communities, customers, partners, they need not to start from scratch."
00:45 – Loke Peng Yuen
"They can actually adopt this AI assistance products from IBM and embed in their offerings to get the benefit of the power of AI without needing the full nuances of all the nitty-gritty details of the AI technology, AI skills."
Introduction to IBM’s Build Program
00:52 – Loke Peng Yuen
"IBM has created the build program to addresses the needs of the startups, the solution providers, the ISV communities."
00:57 – Loke Peng Yuen
"In this program we are actually providing a well-defined journey for all these organizations to take advantage of the IBM programs and the benefits."
Co-Create: Developing AI Solutions
01:01 – Loke Peng Yuen
"In this program primarily there are two key areas."
01:11 – Loke Peng Yuen
"One is we have a co-create section."
01:18 – Loke Peng Yuen
"In a co-create section is that we do not just provide technology to uh this communities, the startups and you know the solution providers."
01:27 – Loke Peng Yuen
"We actually have a team what we call from the our engineers from Build Lab who will work with this startups and solution providers to co-create an MVP, a pilot, a proof of concept."
01:37 – Loke Peng Yuen
"And then they can take this product and enhance it and then harden it and make it ready to market."
Co-Sell: IBM’s Market Expansion Strategy
01:48 – Loke Peng Yuen
"The second part about the build program is that after you're creating a product, we work with our partners okay to promote it and co-sell."
01:57 – Loke Peng Yuen
"In IBM what we have done is that we are leveraging on the entire IBM sales organization, we will help our partners to bring their solution out into the market and"
02:09 – Loke Peng Yuen
"We compensate the IBM sellers when they sell our partner solutions."
Conclusion: Unlocking AI’s Potential with IBM
02:25 – Loke Peng Yuen
"So the build journey is to help our partners take advantage of the IBM technology enjoy the benefits of co-create co-sell."