Big Blue snubs channel by signing logistics specialist

IBM UK has further bypassed its Vars and outsourced its software loading, configuration and delivery of its PCs to logistics company Tibbett & Britten Group in a five-year contract worth in excess of #20 million per annum.

The deal will push IBM further along the direct channel route, as the traditional domain of channel-based configuration services has been eroded by the vendor's appointment of a non-IT specialist for the role.

In addition, IBM has sold its 40 per cent stake in Hi-Tech Logistics - a joint venture between the two firms - to T&B. The contract with IBM will be fulfilled through the unit, which will be absorbed into the UK manufacturing and logistics division of T&B.

According to Ken Gregory, business development director for the manufacturing and logistics division at T&B, the company will carry out 'value-added services,' which include delivery to both domestic and business premises on behalf of IBM, in addition to software configuration.

'If necessary, we will deliver to the home, business premises or office park. We will knock on private consumers' doors and even carry out installation.

We see our role as providing womb-to-tomb delivery.'

Gregory added that T&B talked to clients more about the product cycle than about transporting the product.

Trevor Pugsley, hardware marketing manager at Computacenter, said it would probably be 'business as usual' for the reseller, but added: 'If IBM was putting a substantial amount of this work outside of the channel, then we would want to talk to IBM about it's policy.'

He also questioned the extent to which a logistics company could penetrate the corporate IT market: 'A corporate customer is not going to allow a non-IT specialist come in and install its machines.'

IBM declined to comment.