ISS strengthens ties with channel

ISS strengthens ties with channel

IBM subsidiary looks to demonstrate full engagement with its business partners

IBM subsidiary, Internet Security Systems (ISS), has revamped its partner business model and expanded its local team in a bid to invigorate channel sales.

New resources provided by IBM would enable ISS to attend more closely to the demands of channel partners, country manager, Simon Radcliffe, said.

"We're going to manage the channel in a more programmatic fashion so we want to help them [partners] at the coalface and create demand-pull, but we also want to make ensure that from a back-end perspective we're a lot easier to do business with," he said.

Further details about the partner program will be announced in coming weeks, Radcliffe said.

As part of its channel push, ISS has appointed Matthew Moore as its new business development manager for NSW. He comes to ISS after spending many years working in IT security at Loop Technology and Alphawest.

"I understand the reseller model and the business model that goes around that so with that cognizance I'm able to add value to their sales processes as well as provide representation to our customers for our products," he said.

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