IBM software changes distribution model

Stan Beer
Tuesday, 21 February 2006 08:11

IT Industry - Strategy

IBM Australia has announced a specialised distribution model, in a channel program which positions distributors as specialists in one or more of IBM's software divisions.

Under the new model, IBM distributors will be classified as specilaists in one or more of: Information Management, Lotus, Rational, Tivoli Automation, Tivoli Security, Tivoli Storage and WebSphere.

According to Big Blue, the new distribution model's main aim is to increase training for resellers which will enable them to offer more expert advice to IBM customers.

"Our partners are an extension of our own team, and we want to equip them with the education, expertise and incentives they need to successfully represent our technology and act as a trusted business and technology advisor," said Sue Hope, channel manager for IBM Software Group, Australia and New Zealand.

"The specialised distribution model encourages IBM's distributors to educate the channel further to make smarter sales. Our intention is to add value to both the reseller and the customer - resulting in greater margins for the channel partner and higher value advice for their clients."

Six partners have been selected to join the new distributor model which became effective on 1 January 2006. Three of these distributors are existing partners who will now specialise: Avnet (Rational, Tivoli Storage and WebSphere), Express Data (Lotus, Rational, Tivoli Automation, Tivoli Security and WebSphere) and ITX (Lotus, Rational, Tivoli Storage and WebSphere). Three new niche distributors have also been chosen: Igatech (Information Management), Lan Systems (Tivoli Automation and Tivoli Security) and Meier Business Systems (MBS) (Information Management).