IBM Cognos is hoping to guide its VARs to mid-market success by securing lucrative services revenues through targeted sector expertise.
The business intelligence (BI) and performance management software vendor was bought by IBM in 2007. UK and Ireland country manager Ged Simmons said the deal had benefited his company.
“IBM has huge power and it would be silly not to trade on that,” he said.
Simmons revealed between 30 and 35 per cent of IBM Cognos’ mid-market revenue is indirect and the firm has about 120 UK VARs.
He said that services opportunities in performance management software are plentiful. “Daily service rates are between £1,000 and £1,200 and that is a primary driver for most resellers,” he said.
Microsoft’s recent discontinuation of its PerformancePoint BI offering will also present opportunities, according to Simmons.
Simmons said the public sector, retail and utility sector, and energy sector are sweet spots and he is looking to bolster VARs’ vertical expertise in these areas. “We can help partners become synonymous with a particular market,” he added.
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