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IBM makes splash in channel with Blue Wave

IBM makes splash in channel with Blue Wave

Subtle but significant change in go-to-market channel model will bundle hardware, software and solutions

IBM says it is making significant changes to its go-to-market channel model in a global transformation programme known as Blue Wave.

“It’s subtle but significant,” says New Zealand channel manager Ray Skoglund. “The key role is to drive growth across the business units.”

He says that under the new model there will be a stronger interlock between hardware, software and solutions.

“There will be a lot more integration of the different parts of the business.

“This will give the reseller clarity. The market is now so quick that individual parts become commoditised. Previously, resellers were aligned with specific brands (business units).

“We’re changing the sales plan to align with how we want to go to market.”

He says there will be greater incentives for partners. “They can maximise returns and there will be an opportunity for greater margins.”

Under the new model, a reseller who specialises in hardware (there are more than 130 hardware partners) will also sell software (there are around 20 software resellers currently).

The new model may see resellers working together: for example, a hardware reseller may have to work in partnership with a specialist software reseller.

Skoglund says this will help customers take a lot of cost out of their business.

He says the cloud is also moving toward being a new consumption model.

“It’s one of our key growth strategies. There’s a great opportunity to leverage our datacentre in Albany.”


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