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IBM has no shortage of business intelligence and analytics solutions. And its services practices have long advocated the employment of business intelligence to optimize processes, make rational decisions and improve productivity. Now, it’s giving partners the ability to deliver deep business analytics to their customers with a program focused on its Netezza appliances.

Big Blue launched a new program yesterday to push the Netezza appliances through its channel by giving partners an array of resources for selling and supporting the business intelligence solution.

The program provides partners with training, marketing materials, sales resources, technical support and financing specifically for Netezza. IBM believes these programs will accelerate business partners’ ability to sell the appliances to data-hungry verticals, such as health care, financial services, energy and utilities.

Of particular interest is IBM’s belief that the Netezza appliance is applicable to midmarket companies. Beginning Oct. 1, qualified partners will receive compensation for midmarket sales opportunities they refer to IBM and other business partners. Compensation increases with the level of involvement in the sales process.

The perceived midmarket opportunity is likely behind the special financing IBM has arranged for the Netezza promotion. Some end users can receive no interest financing for up to 12 months, and low-interest for financing periods of 24 to 36 months.

What IBM is tapping into is the risk adverse nature of business. Since the 2008 recession, businesses have become increasingly risk avoidant. As a result, they will do increasing amounts of due diligence on business models, sales projections and returns on investment. Before they spend a dime, they want to know with a higher degree of probability the outcome. To do that, they need data distilled into intelligence.

The opportunity for solution providers is more than just selling data-crunching Netezza appliances, but the professional services that layer on top of it. Business analytics is meaningless without the ability to effectively execute on the outcomes. Businesses need guidance on how to best adjust their processes and act upon the data. And that’s a huge opportunity for savvy solution providers.

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Lawrence M. Walsh is CEO and president of The 2112 Group, a technology business advisory service that specializes in optimizing indirect channels and partner relationships. He’s also the executive director of the Channel Vanguard Council. He is the former publisher of Channel Insider and editor of VARBusiness Magazine. You can reach him at lmwalsh@the2112group.com.

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Larry Walsh:@lmwalsh2112| Channelnomics: @channelnomics