Big Blue adopts two-tier strategy

IBM has started to sell its high-end impact and line printers through distribution for the first time, after appointing Interface Systems International (ISI) as its partner.

Paul Vass, channel manager of the printer division at IBM UK, confirmed the company had set up a two-tier distribution strategy and said the manufacturer was looking to appoint further distributors.

'It is part of our plan to put all of our products through the channel,' said Vass.

IBM's range includes the high-end 1400 line per minute range which costs #9,377. Other models cost more with extra options. A company representative confirmed that PC distributor ISI will span the range from mainframes to the desktop.

Vass said the only machines not covered included networking printers and laserjets, which would be sold through a different channel.