Menu
SAS makes friends in right places

SAS makes friends in right places

Trust isn’t often a word bandied between vendors and partners, yet one thriving relationship is proof it can exist in today’s hard-nosed business world.

Auckland-based Systems Advisory Services (SAS) has won a deal with Intercity to supply IBM Unix and Intel systems as well as implementation, hosting and management. To secure the deal required SAS to work closely with IBM.

Phil Martin, SAS general manager, says the tendering was a very competitive process.

“To be a credible partner you need to invest in knowledge and skills and then be prepared to work with IBM to craft a strategy,” he says. “It’s all about trust, which is hard to win and very easy to lose, but it has to come from both sides.”

Michele Adams, IBM’s channel manager, says her company has heavily invested in its partner channel and the relationship with SAS is a great example of how the ecosystem can work.

“Vendor plus partner plus customer is a very powerful tool. IBM’s channel programmes are quite diverse and reflect the way it goes to market,” she says.

Adams says this channel investment is the biggest change she’s seen in her time at IBM.

“It’s not purely a product drive either. IBM is bringing on people who will manage regional programmes.”

Additionally, says Adams, a growing number of partners are keen to go offshore and IBM works to help them along the way.

“These partners want to leverage off IBM. We can provide a stepping stone to the international market and do it quickly.”

Martin says IBM has assisted SAS in selling its Quickstep product offshore.

“Business is picking up although Quickstep will never be a huge money spinner for SAS.”


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

Ingram Micro maintains Showcase 2018 momentum in Wellington

Ingram Micro maintains Showcase 2018 momentum in Wellington

Ingram Micro maintained Showcase 2018 momentum in Wellington, hosting more than 40 vendors at TSB Arena. Under the banner of Leading the Way, the event demonstrated what’s new, what’s next and how it can be used to improve business and everyday life.

Ingram Micro maintains Showcase 2018 momentum in Wellington
Ingram Micro launches Showcase 2018 in Christchurch

Ingram Micro launches Showcase 2018 in Christchurch

Ingram Micro kickstarted Showcase 2018 in Christchurch, hosting more than 40 vendors at Horncastle Arena. Under the banner of Leading the Way, the event demonstrated what’s new, what’s next and how it can be used to improve business and everyday life.

Ingram Micro launches Showcase 2018 in Christchurch
Data breach notification laws in NZ: How can partners prepare?

Data breach notification laws in NZ: How can partners prepare?

This exclusive Reseller News Roundtable outlined the responsibilities facing security partners today, assessing risk while evaluating the role of the vendor in providing added layers of protection.

Data breach notification laws in NZ: How can partners prepare?
Show Comments