DNS Arrow targets IBM software market growth

Distributor signs software alliance group ValueNet to help double business over next three years

DNS Arrow has aggressive plans for its UK IBM business after securing a coveted distribution deal with an IBM software alliance group.

Jonathan Smith, IBM software business manager at DNS Arrow, said the distributor’s IBM business has grown from being a £4.5m Tivoli-focused business four years ago, to a £22m a year cross-brand distributor. “We are looking to double this figure in the next three years,” he said.

To help fulfil its ambitious aims, the firm has signed a deal with IBM software alliance group, ValueNet.

The group comprises five IBM Premier software partners that specialise in the vendor’s flagship software brands; Tivoli, Lotus, WebSphere, Information Management and Rational. The aim of the collaboration is to help other IBM VARs plug skills gaps and fulfil larger IBM-based deals on a per deal basis.

Smith said: “DNS is now a cross-brand IBM software distributor and we have a good mix of resellers. The partnership with ValueNet will help us fulfil pre- and post-sales activity.”

Fariba McLurcan, business development manager at ValueNet, said: “DNS has been very proactive. This partnership will connect us to many of the UK’s leading resellers and help them expand their role as trusted advisors to their clients.”

Paddy Lawton, president of IBM ISV partner, Verticalnet Europe, said: “The idea of using experienced system integrators skilled in different IBM software brands linked as partners is the way forward. However, the only way it can work is based on trust.”

DNS Arrow also announced that it will receive four ‘seconded heads’ from the vendor as part of its pre-agreed growth plan.

“These seconded heads are senior brand sales specialists that will drive lead generation and front end sales activity,” Smith said. The first two are due to join on 1 April.