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IBM to boost channel participation

IBM to boost channel participation

ALREADY leading the world in channel participation, IBM New Zealand plans to do even better.

Globally, 32% of IBM’s business is generated through the channel, but in New Zealand the ratio of indirect sales is higher than the global average, said Scott Kardash, IBM partner director for Australia and New Zealand, at the vendor’s Partner Summits held in Auckland and Wellington this month.

While unable to reveal the local ratio, Kardash says several initiatives are underway to drive even more business through IBM resellers in New Zealand as part of a global recommitment to the channel.

This includes the appointment of Michael Friedberg as channel marke-ting manager.

Friedberg joins IBM in May from the position of national marketing manager at Computerland.

In addition, sales staff across all IBM divisions, including those dealing with direct accounts, now have specific targets to grow channel participation.

While IBM wants to increase sales through the channel across all its offe-rings, it particularly aims to entice more resellers to its software.

“This is a significant shift. There are now more reasons to remain a software partner or to come aboard. Now is the right time to sell our software,” says Kardash. New Zealand is already ahead of the game with a higher ratio of software sales through the channel than other countries, while IBM software has been distributed by Express Data for the past two years, says Kardash.

In Australia a distributor was only appointed last year.

IBM New Zealand channels manager Michele Adams says the company aims to generate all software sales through the channel in the next year.

Meanwhile, Kardash says IBM wants to work closer with ISVs and system integrators to create a channel ecosystem in which its partners collaborate to solve customers’ business issues.

He adds the Partner Summits, held across Australia and New Zealand during April, reflect a shift in content from product-related information to business issues.


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