by ojosilva | 2025-12-09 09:46:27+00:00
Just the set the record straight on how and why these acquisitions go at IBM. This is a first hand account working at and with IBM and competitors and being in the room as tech-guy accessory to murder.

IBM lives off huge multi-year contract deals with their customers, each are multi-multi-million dollars worth. IBM has many of these contracts, maybe ~2000 of them around the planet, including your own government wherever it is that you live. This is ALL that matters to IBM. ALL. That. Matters.

These huge contracts get renegotiated at every X years. IBM renewal salespeople are tough and rough, in particular the ones on the renewal teams, and they spend every minute of every hour in between renewals grooming the decision makers, sponsors, champions and stakeholders (and their families) within these big corporations. Every time you see an IBM logo at a sports event (and there are many IBM-sponsored events), that's not IBM marketing to you the ad-viewer. They are there for grooming their stakeholders, who fight hard to be in the best IBM sponsored-seats at those venues, and in the glamorous pre and after party, celebs included. IBM also sponsors other stuff, even special programs at universities. Who go to these universities? Oh, you bet, the stakeholder's kids, who get the IBM-treatment and IBM-scholarship at those places.

But the grooming is not enough. The renewal is not usually at risk - who has the balls to uninstall IBM out of a large corp? What is at risk is IBM's growth, which is fueled by price increases at every renewal point not the sale of new software or new clients - there are no new clients for IBM anywhere anymore! These price increases need to happen, not just because of inflation but because of the stock price and bonuses that keep the renewal army and management going strong, since this is a who-knows-who business. To justify the price increase internally at those huge client corps (not to the stakeholder but to their bosses, boards, users, etc) IBM needs to throw a bone into these negotiations. The bone is whatever acquisition you see they make: Red Hat, Hashicorp... Or developments like Watson. Or whatever. They are only interested in acquiring products or entering markets that can be thrown at those renewal negotiations, with very few exceptions. Why Confluent? Well, because they probably did their research and decided that existing Confluent licenses can be applied to one (yeah, one) or many renewal contracts as growth fuel for at least 1-to-N iterations of renewals.

Renewal contracts correspond anywhere from 60% to 95% of IBM's revenue, depending on how you account for the the consulting arm and "new" (software/hw sales/subscriptions). I particularly have not seen lots of companies hiring IBM consultants "just because we love IBM consultants and their rates", so consulting at a site is always tied to the renewal somehow, even if billed separately or not billed at all. Same for new sw sales, if a company wants something IBM has on their catalog from their own whim and will, then that will just probably be packed into the next renewal because that's stakeholder leverage for justifying the renewal's increase base rate. Remember, a lot of IBM's mainframes are not even sold, they are just rentals.

Most IBM investment into research programs, new tech (quantum computing!) etc are there just to help the renewals and secure a new Govt deal here and there. How? Well, maybe the increase in the renewal for the, ie, State of Illinois contract gets a bone thrown in for a new "Quantum Research Center (by IBM)" at some U of I campus or tech park that the now visionary Governor will happily cut the ribbon, photo op and do the speech. Oh wait! I swear I made this up as an example, but this one is actually true, lol:

https://newsroom.ibm.com/2024-12-12-ibm-and-state-of-illinoi...

You get the drill?