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25 Jan 2008
The distributor has poached Kevin Markwick from rival Avnet to the new role
of general manager for IBM software. He has been tasked with building a
six-strong team, which will focus on pushing
IBM
and
Cisco’s
joint unified messaging proposition to resellers.
Andrew Shepperd, director of
Azlan
UK, said: “Over the course of the year, I see us interacting with another 50
to 75 resellers, as we will see partners that want to leverage our increased
investment in this area.
“We are the only distributor carrying both Cisco and IBM and the only one that
can fulfil their dual strategy around unified communications and messaging.”
Shepperd added that Azlan would be gunning for Avnet’s reseller base following
its rival’s merger with the IBM arm of Magirus
“Inevitably, the Avnet and Magirus merger has caused many resellers to ask where
else they can buy the product. They may have seen two separate credit lines
reduced
to one, which has reduced their choice,” he argued.
However, Matthew Gower, vice president of sales at the UK and Nordic at
Avnet,
claimed that Avnet and Magirus shared very few resellers and that queries around
credit had been minimal.
“Avnet is looking to grow all areas of its IBM portfolio, including software, by
creating solutions made up of products from vendors complementary to IBM,” Gower
added.
In related news, Avnet scored a major victory last week when IBM Premier partner
Triangle began buying its system i servers through the distributor.
Heidi West, marketing manager at
Triangle,
said: “For 20 years we have always bought our System i servers direct. However,
IBM does all its fulfilment from Bratislava and procurement cycles are much
shorter in distribution. This is definitely something other resellers will look
at this year.”
Magirus
division sale completed
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