IBM partners have hailed the vendor’s move to allow distributors to deliver its packaged implementation services as a sign of its renewed confidence in the channel.
Big Blue has begun a six-month pilot of its Authorised Delivery Service partner programme. The initiative will allow its three UK distributors – DNS Arrow, Bell Micro and ISI – to deliver and install IBM’s Implementation ServicePacs for server and storage technology.
Mark Herauville, business development executive at IBM Global Technology Services, told CRN the programme could be extended to resellers after the trial.
“We are looking at ways to improve services to customers and the authorised delivery programme is part of that equation,” he said.
“Provided the distributors meet the accreditation criteria, we are now able to use their skills to do work only IBM engineers had done before.”
Stuart Hutchinson, divisional director of professional services at DNS Arrow, said: “This is not a big overhead for us because we have always been vendor trained. We just need to follow IBM’s best practice and engagement model.”
Nick King, chairman of IBM reseller Apex, said: “This is the start of a new-found confidence IBM has in Premier partners.”
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