Big Blue withholds promised third tier

Networks Resellers argue need for premier level in programme.

IBM Networking has been accused by resellers of drowning in disarray, after the vendor failed to deliver the third tier to its accreditation scheme that it promised nearly a year ago.

According to Kevin Bishop, IBM Northern region distribution director, the vendor decided to build a premier level into the NETeam certification programme, introduced in April 1996. The programme consists of associated and accredited levels.

But Bishop said last week: 'I don't feel there is a sufficient need to introduce a third tier to the level. There may come a time when we would do this - when differentiation is needed within resellers.'

However, a source said: 'I don't believe IBM Networking has got it together.

The introduction of a higher level would be a perceived benefit and there are some people in the channel who are in the accredited level but are not equipped to be. I only heard about the premier level from my predecessor and have not been contacted by IBM Networking for the past six months.'

Bishop admitted IBM's networking channel has been rudderless for a period.

He left his role as marketing manager EMEA in October last year and his replacement, Peter Waser, left after just three months.

Bishop said: 'There is a genuine case for concern and IBM does have a three-tier policy in reseller accreditation programmes, but this is only in place within the software division.'

Guido La Fianza has since been appointed as channel manager in networking for the UK.

Jane Tabor, IBM UK channel sales manager, confirmed a premier level was under discussion and may be introduced at the beginning of 1999. 'We have been waiting for the whole of Europe to get in line, to implement it in a way that is simple for each country,' she said.

David Mills, marketing director at systems integrator Memorex Telex, said: 'All networking companies talk about a quality channel but in reality this means chasing volume, not promoting value.'