Menu
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.


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

Reseller News launches new-look Awards at 2018 Judges’ Lunch

Reseller News launches new-look Awards at 2018 Judges’ Lunch

Introducing the Reseller News Innovation Awards, launched to the channel at the 2018 Judges’ Lunch in Auckland. With more than 70 judges now part of the voting panel, the new-look awards will reflect the changing dynamics of the channel, recognising excellence across customer value and innovation - spanning start-ups, partners, distributors and vendors.

Reseller News launches new-look Awards at 2018 Judges’ Lunch
Kiwi channel debates GDPR as Reseller News Exchange hits Wellington

Kiwi channel debates GDPR as Reseller News Exchange hits Wellington

This exclusive Reseller News Exchange, in association with Arrow ECS ANZ, ForeScout and StorageCraft, went on the road to debate the early implications of GDPR in New Zealand, extracting opportunities while evaluating challenges for the channel in the year ahead.

Kiwi channel debates GDPR as Reseller News Exchange hits Wellington
Show Comments