Disties praise IBM shift

Welcome for IBM Software's change in T&Cs to encourage more value-add in channel

Distributors have welcomed IBM Software's decision to change its terms and conditions to encourage more value-add in its channel.

Big Blue has also amended its discount and licensing schemes, making all existing distributors into value-added distributors, according to Peter Nevison, business manager at Ingram Micro's software division.

"This gives us a great opportunity to add value for Vars. We will increase our focus on IBM software as a result," he said.

Ingram will increase its sales, technical and marketing support for the IBM range of software, which includes Lotus, DB2, Websphere and Tivoli.

Other distributors also welcomed the changes. Rival broadline distributor Computer 2000 (C2000) also said it would put greater focus on the IBM range.

"We are putting dedicated resources in place to help resellers 'up-skill' on IBM software and take advantage of the many opportunities the changes will bring," said Cathi Low, general manager of C2000's software business unit.