IBM UK has promoted Simon Pendlebury, sales manager at its RS division, to oversee its AS/400 line as the company seeks to converge its midrange selling model.
Pendlebury has taken over as director of the AS/400 business in the UK, replacing former chief Steve Menadue who has moved to IBM EMEA.
It is understood that the company is seeking to apply the successful RS channel formula to the AS/400 platform.
Pendlebury said that competition in the mid-range server market has intensified, but claimed the AS platform had stolen market share from Digital and Hewlett Packard. He stressed the importance of IBM's business partners.
He admitted he faces continued difficulty selling AS/400 machines against other offerings from IBM, including the RS platform and IBM PC Company servers.
'I see that relationship as the cornerstone in ensuring our continued ability to grow the business,' he said. 'Over the coming months, I plan to work with my colleagues within IBM to cement the relationship.'
The move was announced as Novell readies Netware for the AS platform.
The arrival of Netware on the lower end AS platform is likely to be a winning combination, according to one Var. He said Novell had invested considerable energy in porting applications.
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