IBM cloud chief: The next phase of cloud is a race to add value

At 105 years old, IBM has been through more than a few major technology transformations. Arguably, none is bigger than the current retooling of the company around cloud computing – an effort overseen by Robert LeBlanc, senior vice president, IBM Cloud. LeBlanc says IT leaders and business executives aren’t caught up in Wall Street’s worries over IBM’s revenue declines or the pace of the cloud transformation.

BB: Is your sales force fully onboard with selling those cloud services versus the traditional on-premise offerings? What have you done to incent the sales force to make that shift?

BB: Partnerships seem to be another important part of your strategy. You have an expanded partnership with VMware that you spoke about at VMworld. You have a partnership with Workday. Can you explain the overall partner strategy for advancing the cloud position and what should customers expect in the way of future partnerships?

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