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IBM bundles take aim at HP and Dell

IBM bundles take aim at HP and Dell

IBM has taken the wraps off the local iteration of its SystemSeller program, offering a range of server and accessories bundles for the channel. The global initiative, launched at the vendor's PartnerWorld conference in March, is an aggressive attempt to gain market share from HP and Dell in the mid-market space, ANZ business unit executive, xSeries and Intellisation, Angela Fox, said.

"This is part of our volume strategy to create demand with our clients and through the channel," she said. "We have worked with the channel to find out what products clients are buying and what options they choose."

Based on these preferences, the vendor is now offering eight pre-configured bundles. All are based around its xSeries and Intel server hardware. Products available in the packages include Microsoft Small Office, through to memory modules. IBM will also introduce further bundles for its pSeries products in the third quarter of this year, Fox said, followed by similar offerings for its storage portfolio.

"We will keep the bundles specific on the sweet spot for the mid-market," she said. While declining to mention specific margins, Fox said the packs would offer resellers similar levels to current IBM server products.

Alongside the product sets, partners would be given access to marketing collateral for customised promotional campaigns, Fox said. "The program is about positioning IBM in the SMB market and reinforcing our commitment to it and the channel," she said. "We need to be competitive and also make it easier for our partners to work with IBM."

The vendor would also be devising incentives for resellers to motivate sales, she said. While all IBM partners could apply, the program would be initially targeted at tier two resellers working through its distribution channel, she said.

However, tier one hardware partners, such as Volante and BCA IT, could also benefit from the program, she said.


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