Last week IBM revealed more details of how it will woo the channel to its Software Servers.
David Stokes, manager of channel development and marketing at IBM Software EMEA, said his division will spend 25 per cent of its total marketing budget on the servers, formerly code-named Eagle.
'Our success is now predicated on the fact that we put 85 per cent of our business through channel partners,' Stokes said. 'We would love for partners to lead with OS/2 and clearly our software is predicated on Notes and IBM middleware everywhere.' IBM now approached the market pragmatically which is why it will offer NT as well as OS/2, he said. Resellers were concerned about spending money and time investing in skills, and IBM would help by providing training across the servers.
IBM will also provide co-operative marketing programmes aimed at different types of resellers. 'There'll be one for the corporate resellers but we're also working with Vars to build competence in systems management. We're taking a similar approach with more focused Vars,' Stokes said.
The marketing efforts of IBM, he said, had the sole intention of generating leads and it would provide its corporate resellers and Vars with evaluation copies of software.
Stokes said resellers had reacted positively to the initiatives. 'There was a strong will for people to work with IBM.' IBM is set to roll out an advertising campaign across Europe. While focusing on the particular servers it wanted to push at the time, all of the flavours would be promoted.
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