HES has been classed as an IBM Sector Specialist to work exclusively with system integrators and managed service providers.
John Taylor, sales director of HES, told CRN: “We have moved up the scale and have been investing in IBM. This is a seal of recognition from the vendor which says we are fit for purpose and that we can sell the highest level of products.”
Taylor said HES has been working with IBM since May 2005 and the firm has moved up the value chain from being an IBM Select Partner.
“The Premier accreditation is not just related to revenue,” he said. “IBM has created a score card that does look at revenue, alongside levels of accreditation, customer satisfaction, joint marketing activities and solution development.”
Taylor said the value of Premier accreditation has increased, as there is not a huge number of Premier partners in the UK.
“We are not just a reseller or distributor. We work exclusively with system integrators and managed service providers, who may choose to resell the product,” he said.
Rob Bamforth principal analyst at Quocirca, said: “A lot of these partner accreditations can be just a plaque on the wall, but it depends on the vendor. IBM does have a good reputation with partners, so this higher accreditation will be a good thing for HES.”
Bamforth said the value of the IBM Premier Partner status will also depend on how much the vendor promoted its accreditation tiers.
“Looking forward, the challenge for HES is to ensure it keeps the top-level status and leverages the advantages of the accreditation to create more business and win more deals,” Bamforth added.
Kevin Drew, managing director of IBM Premier Partner Triangle, said: “I understand that Horizon has been given the Premier status as it is going for a targeted sector. IBM does not need any more general Premier partners, but does need them in specialist sectors.”
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