IBM issues round of NZ distribution changes

IBM issues round of NZ distribution changes

Big Blue opts for Ingram Micro and Westcon-Comstor as Dicker Data misses out

IBM has finalised distribution plans for 2018 in New Zealand, parting company with Dicker Data following a two month review process.

Reseller News can reveal that Big Blue has retained the services of Ingram Micro locally, while expanding Westcon-Comstor’s remit to cover the vendor’s software solutions business, in addition to hardware.

As a result of the decision, Dicker Data will cease distribution the tech giant’s portfolio from mid-February.

“Sadly we are parting ways with IBM after we were requested information in December in regard to the channel model in New Zealand of which the outcome wasn’t what we hoped for,” Dicker Data New Zealand general manager of enterprise Lisa Tierney told Reseller News.

“The decision is an amicable one and one in which we wish IBM all the best and our door is always open should IBM wish to look at the channel in New Zealand in the future.”

IBM’s decision comes less than three months after Dicker Data signed a distribution agreement with Hewlett Packard Enterprise (HPE) in New Zealand, spanning Aruba, data centre networking and Nimble Storage ranges.

Meanwhile, Ingram Micro has been retained following the review, maintaining a partnership that has spanned just over 20 years in New Zealand.

“We are obviously very pleased that we have retained both the IBM hardware and software portfolios,” Ingram Micro New Zealand executive managing director Gary Bigwood told Reseller News.

“IBM has always been a strategically important vendor for Ingram Micro New Zealand and Ingram Micro around the globe.

“We are particularly excited at how the IBM product portfolios are being expanded and enhanced, including analytics, Watson Augmented Intelligence, hybrid cloud, BlueMix for rapid application development, and a growing security portfolio, all of which are opening the doors for new resellers to on-board with IBM.”

According to Bigwood, partners can extract “significant opportunities” from the expanding IBM software-as-a-service (SaaS) portfolio, which includes products such as MaaS360 and Box.

“These provide access to a range of exciting IBM technologies that were previously unavailable to SMB resellers,” Bigwood added.

“This is opening up lots of exciting new discussions. Customers now have access to cutting edge solutions for a few dollars a month, compared to even three years ago, where it would have been hundreds of thousands of dollars to access this level of technical sophistication.”

Such a wide-ranging portfolio has provided the catalyst for the recruitment of new IBM partners during the past 12 months, with Bigwood expecting “many more” to come on board in 2018 and beyond.

“We are already out talking with our IBM partners about our expanded plans for the year ahead, plus actively looking for new resellers with the specialist skills required to maximise the delivery of IBM’s intelligent solutions,” he added.

“This is a great way to start 2018 – I think we are in for an exciting year ahead.”

Furthermore, the retention of the vendor’s portfolio comes less than three months after Ingram Micro appointed 30-year industry veteran Steve Shaw as technical business development manager for its IBM team.

As reported by Reseller News, Shaw’s focus is on developing strong channel partners for Big Blue, helping them build smart end-to-end solutions leveraging the full IBM portfolio of hardware, software and services.

Terms of the review also sees Westcon-Comstor retained in the Kiwi market, with the added portfolio of software solutions.

“We are delighted after going through a very thorough process IBM has taken the decision to expand their relationship with us,” Westcon-Comstor New Zealand managing director Dave Rosenberg told Reseller News.

“It is clear our investments over the past three years and our go-to-market is resonating well with all our vendors and partners. Myself and my team are now looking forward to focussing on our investment plans and growing the new business for IBM and ultimately partner community.”

In distributing IBM locally for more than 10 years, Westcon-Comstor keeps the vendor in a portfolio which also includes Cisco in New Zealand, after being appointed alongside Telegistics in August 2017.

Such a line-up should help both vendors locally execute on a global partnership specific to the Internet of Things (IoT), which was struck in June 2016.

“We believe IBM with our vendor ecosystem will create another unique opportunity for our partners to leverage our capabilities to provide unique solutions together,” Rosenberg added.

“IBM clearly wanted a distribution channel to provide different value propositions and this change clearly achieves this.”

*This article was updated on 26 January 2018 after incorrectly stating that Westcon-Comstor is sole distributor of Cisco in New Zealand

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Tags softwarehardwareIngram MicroDicker DataWestcon-Comstor



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