Menu
IBM commits to channel to boost PC sales

IBM commits to channel to boost PC sales

In order to gain a bigger slice of the SME pie, IBM is committing to the channel this year.

IBM marketing manager personal systems group Australia New Zealand, Peter Di Pientrantonio, said the company has had to change its way of thinking in order to break into the growing SME market.

"Any business with 1000 employees or less will go through the channel and to support that 80 per cent of our marketing budget will also go to the channel," he said.

A call centre for Australasia now refers warm leads to IBM's most valuable partners on a geographic basis, backed up with press and billboard advertising directing buyers to a URL site with a reseller locator. \ "Our research shows that 80 to 90 per cent of SME buyers depend on a dealer for purchase and they put a lot of faith in the reseller, so we need to support the channel because that's our way forward," Di Pientrantonio said.

While IBM wass known for reliable and trustworthy products, many potential customers thought IBM was expensive to buy, he said.

"There's also the perception that the company chops and changes a lot," Di Pientrantonio said. "But I can tell you that IBM has made a commitment to pushing the PC in the marketplace."


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.

Brand Post

What to expect from your IT Distributor

Whether you’re just starting out or you’ve been around since before the dot com rollercoaster, choosing the right distribution partner can be a pivotal factor in your success. This definitive guide outlines the traits that every IT partner needs to look for in their IT Distributor.

Featured

Slideshows

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

This exclusive Reseller News Exchange event in Auckland explored the challenges facing the partner community on the cloud security frontier, as well as market trends, customer priorities and how the channel can capitalise on the opportunities available. In association with Arrow, Bitdefender, Exclusive Networks, Fortinet and Palo Alto Networks. Photos by Gino Demeer.

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security
Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomed 2019 inductees - Leanne Buer, Ross Jenkins and Terry Dunn - to the fourth running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing face of the IT channel ecosystem in New Zealand and what it means to be a Reseller News Hall of Fame inductee. Photos by Gino Demeer.

Reseller News welcomes industry figures at 2020 Hall of Fame lunch
Show Comments