|
|
|
09 Mar 2009
IBM Cognos is hoping to guide its VARs to mid-market success by securing lucrative services revenues through targeted sector expertise.
The business intelligence (BI) and performance management software vendor was bought by IBM in 2007. UK and Ireland country manager Ged Simmons said the deal had benefited his company.
“IBM has huge power and it would be silly not to trade on that,” he said.
Simmons revealed between 30 and 35 per cent of IBM Cognos’ mid-market revenue is
indirect and the firm has about 120 UK VARs.
Further reading
He said that services opportunities in performance management software are plentiful. “Daily service rates are between £1,000 and £1,200 and that is a primary driver for most resellers,” he said.
Microsoft’s recent discontinuation of its PerformancePoint BI offering will also present opportunities, according to Simmons.
Simmons said the public sector, retail and utility sector, and energy sector are sweet spots and he is looking to bolster VARs’ vertical expertise in these areas. “We can help partners become synonymous with a particular market,” he added.
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say