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
Error: Please check your email address.

Featured

Slideshows

Bumper channel crowd kicks off first After Hours of 2018

Bumper channel crowd kicks off first After Hours of 2018

After Hours made a welcome return to the channel social calendar with a bumper crowd of partners, distributors and vendors descending on The Jefferson in Auckland to kick-start 2018. Photos by Gino Demeer.

Bumper channel crowd kicks off first After Hours of 2018
Looking back at the top 15 M&A deals in NZ during 2017

Looking back at the top 15 M&A deals in NZ during 2017

In 2017, merger and acquisitions fever reached new heights in New Zealand, with a host of big name deals dominating the headlines. Reseller News recaps the most important transactions of the Kiwi channel during the past 12 months.

Looking back at the top 15 M&A deals in NZ during 2017
Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Show Comments