IBM breaks silence over distie strategy


IBM breaks silence over distie strategy

Microscope contributor

IBM has confirmed it is tweaking its UK distribution line-up to increase the number of partners carrying the Unix and storage range.

As reported earlier this week, Big Blue will give Specialist Distribution Group (SDG) rights to the Power and storage franchises from October and Arrow ECS will get its hands on the Unix boxes.

"IBM is always looking to expand in the Power and storage marketplace," said Jaqueline Davey, IBM vice president of the Business Partner Organisation, in a statement sent to MicroScope.

"There are many opportunities for distributors and resellers in this area, for instance around x86 consolidation and the new Power 7," she added.

The plan is to pilfer rival's reseller channels including disgruntled Sun Microsystems partners that have become disillusioned by their role in Oracle's future plans, to bolster IBM's presence in the mid-market.

In recent second quarter results, Big Blue grew its System and Technology group 3% to $4bn, driven by a 30% rise in x86 sales and a 5% climb in storage.

However, continuing the downward trend in the Unix space, Power System revenues fell 10% - despite 225 competitive displacements worth $225m- but drove mid-range growth of 11% and Power blade growth of 65%.

Arrow ECS and SDG were unavailable to comment.


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