IBM: realignment was successful

IBM: realignment was successful

IBM claims a transformation of its software channel this year has led to more channel partners and a dramatic increase in market share.

As previously reported in ARN, Big Blue has reshaped its software channel from five brands to 12 ‘solutions’.

The move was designed to reflect a change among its customers, who wanted more services and solutions rather than product, IBM said. IBM software's new regional manager for SMB and channels, Max McLaren, said the company previously had many relationship managers balancing sales and development roles with business partners. These roles had now been split, he said, allowing some staff to focus on sales and others on the development side.

McLaren claimed this made it easier for the channel to know who to approach for resources like marketing or technical support. While there were fewer staff in a purely sales role now, it meant more were helping resellers develop their businesses through initiatives like co-marketing campaigns.

"We have created, for the first time, a dedicated team that works solely with the channel, aligned to business partner relationships,” he said. “We have given the channel more access to technical resources and industry specialists.”

McLaren refused to divulge numbers but said the realignment was within the existing software division.

The changes were sought by customers and had been well received by the channel, he said.

“It's attracted more channel partners, leading to a dramatic increase in sales and market share,” McLaren said.

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