IBM's RS division is looking to recruit extra distributors for its software, it emerged last week.
The expansion strategy was outlined as the RS business announced a scheme with distributors Bytech and Ingram to offer resellers the chance to make money.
Paul Campion, head of the RS channel sales unit for software, hinted that it could look at other distributors to push IBM software.
'The Vad model is in its early days,' said Campion. 'We're working closely with Bytech and we're in discussions with other distributors.
We'll increase our distribution channel over the next 12 months.'
He said that the initiative, called Beyond the Net, will provide lucrative opportunities for dealers. 'I'm focusing hard on the AIX and NT segments,' he said. 'Over the next six months we'll move our focus to Sun and HP/UX.'
Beyond the Net is part of the Besteam initiative. Susie Pink, channels marketing manager at IBM, said it was launching seminars and technical workshops. Bytech and Ingram will introduce the initiative at three briefings.
The first was held last Monday, the second is today and the third is on 2 October.
'We're asking resellers to come along for technical training and offering them u3,000 of software to take away,' she said. 'That will include Warp Server, Internet software, a working version of Notes and database software to tie into Web sites. IBM will also pay for dealers' certification test.
Peter Gee, business development manager at Bytech, said the Internet push was a good opportunity to grow business. 'We see this as a large value add product to train and promote these services.'
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