Memory manufacturer Kingston Technology has teamed up with IBM, signing a regional service agreement that allows IBM service partners to provide maintenance or warranty service on systems with Kingston memory upgrades.
The deal emulates an agreement that has existed between the two companies for the last four years in the US. It covers IBM PCs, PC workstations, Netfinity and xSeries servers as well as Thinkpads and point-of-sale systems. IBM's RISC-based systems, including the popular iSeries, are not included in the agreement.
"It has created a lot of interest in the channel," said Kingston Australasian marketing manager Keith Hamilton. "Resellers now know that if they put a Kingston product into an IBM system, it is fully covered. From our customers' perspective, whether that is a reseller or an end user, the most important factors are availability and value."
Over the past 12 months, Kingston has been working on its Corporate Partnership program with end users, signing up around 35 corporate users since its implementation last year. The aim of the program is to create more pull-through business for the channel.
"We are standardising customers on Kingston so our resellers can come in and offer a solution that uses OEM and Kingston memory," Hamilton said. "It is taking business away from those direct vendors and bringing it back to the channel."
According to Hamilton, resellers can make big cost savings that give them a competitive edge in the market. "There are significant four-figure savings there. It gives resellers the opportunity to offer a choice, and structure a deal to improve their margins.
"This is going to deliver for our channel as well as create a great awareness for Kingston."