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Scott Grizzle
I spent most of my career selling partner platforms. Then three years at IBM buying them.
Most partner programs break in the space between those two chairs. The vendor thinks the deal closes when the contract is signed. The customer knows it closes when the thing actually works.
Twenty five years in partnerships, channel, unified communications and enterprise video. At IBM Watson Media I grew partner revenue fivefold in three years, to 60 percent of the business unit. In IBM's CIO office I ran unified communications and AI for 300,000 employees on a $100M budget, and served as IBM's Client Zero for Microsoft Copilot.
If you are building a partnerships, alliances or channel organization, let's talk.
Clear eyes, full screens.
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Bio
MY STORY
My name is Scott Grizzle. Most people call me Scott or Grizz.
I have been on both sides of the partner relationship, and the second side is what makes the first one useful.
For most of twenty five years I sold partner platforms and built the organizations behind them. At IBM Watson Media I rebuilt the enterprise video partner program and grew partner revenue fivefold in three years, while IBM as a whole grew four to five percent a year. Partners who had been subcontracting to us became resellers of us, and by the time I left the channel carried 60 percent of the business unit's revenue and had replaced the direct sales team. Alliances with Samsung, Sony and AT&T, and a five year AI and enterprise video contract with the U.S. Navy. I built the technical partnerships organization from nothing and kept sales engineering running underneath it at the same time.
That work ran deep into the public sector. We delivered AI and enterprise video to the Navy, NASA, the Army, DHS, CDC, FBI, DOJ and multiple U.S. Courts of Appeals and state courts, which ran remote proceedings on the platform during COVID. I led FedRAMP scoping and federal security audit support for DHS, NASA and the Army, working directly with the third party assessors.
Then I moved into IBM's CIO office and had to run the things I used to sell. Unified communications and AI for 300,000 employees on a $100M budget. We consolidated Webex and BlueJeans into Microsoft Teams in seven months against a twelve month plan for $30M in annual savings, and I took Copilot, Slack AI and Box AI from pilot into production as IBM's Client Zero for Copilot.
Three years as the customer taught me which vendor promises survive a real deployment and which ones only survive the slide. That is the part I bring to a partner organization now.
My career began in broadcast engineering and live production. Ten thousand hours producing, fifteen thousand directing. That work taught me that communication at scale is a technical problem and a human one at the same time, and nothing since has argued me out of it.
Today I build the partner and channel organizations that carry a platform into a market.
Signature Achievements
Led global UC and AI platform modernization for 300,000 users at IBM on a $100M budget.
Led the enterprise rollout of Microsoft Copilot, Slack AI and Box AI, taking all three from pilot into production for a 300,000 person workforce.
Consolidated Webex and BlueJeans into Microsoft Teams in 7 months for $30M+ in annual savings.
Grew IBM Watson Media partner revenue fivefold in three years, to 60 percent of the business unit, with alliances including Samsung, Sony and AT&T.
Secured a 5 year AI and enterprise video contract with the U.S. Navy.
Delivered AI and enterprise video to the U.S. Navy, NASA, the Army, DHS, FBI, DOJ and multiple U.S. Courts of Appeals, and led FedRAMP scoping and federal security audit support.
Reduced incident resolution time by 40% through ITIL and Agile transformation.
