IBM shifts into Lotus position

IBM Software is forcing its 20 direct dealers to buy through distribution, but dealer sources are looking forward to the change as they describe coping with IBM as 'a nightmare'.

Most direct relationships will be phased out over the next quarter in order to fall into line with Lotus' channel model.

One dealer said: 'If we get the same overall deal, and the distributors get their acts together, then it will be far less hassle than having to work with IBM itself.'

Another source agreed: 'If the terms are the same, then I'd much rather deal with distribution. IBM is a nightmare.'

Trevor Ward, Lotus channel manager, claimed that dealer Ts&Cs would remain the same. 'We are building up distributors' experience in IBM products and making sure they can handle the volumes over the next six months.'

Big Blue's Advantage and Lotus' Passport licensing programmes will be co-ordinated, according to Lotus global channel sales VP Larry McMenamy.