Express Data is throwing its weight behind its IBM business with the creation of a new management role.
The distributor has chosen Charles Coverdale, formerly of Avnet, to take on the new IBM product manager position. His appointment follows that of Ian Belton as IBM business development manager mid-last year.
Express Data software marketing manager, Donna Adam, said Coverdale’s appointment marked the growing importance of IBM’s software solutions portfolio to the business.
“It also caters for the increasing demand in the IBM space,” she said.
The new role will also help Express Data shake its image as a strictly Lotus distributor.
“The Lotus business is still very important to Express Data,” Adam said. “It’s just that we are looking at other areas that it can develop.”
She said Lotus sales remained strong but the other IBM solutions had grown significantly.
In developing the IBM business, Express Data claims to have increased its IBM sales force by 30 per cent and its cross-brand IBM sales over the last year.
“IBM and Express Data have invested in a Web sphere and a cross-brand technical resource which has also been significant in helping to achieve this result,” she said.
The distributor claimed it would support the channel in its new direction through logistics, financial, marketing, sales and technical help. The company would also focus on a select group of resellers to push the IBM business.
Coverdale said he would work to differentiate ED from the vendor’s other resellers by providing support through pre-sales, licensing and marketing teams, annuity services and a national sales force.