IBM identifies mid market as key sector for channel

IBM has told partners that the mid market is one of the most important sectors and it will support resellers as they meet the demand from the majority of customers in that space who want to buy indirect. Lubomir Cheytanov, director of midmarket sales UK and Ireland at IBM, outlined the current land


IBM has told partners that the mid market is one of the most important sectors and it will support resellers as they meet the demand from the majority of customers in that space who want to buy indirect.

Lubomir Cheytanov, director of midmarket sales UK and Ireland at IBM, outlined the current landscape at IBM's Midmarket Community Conference in London describing the mid market as the largest growing space globally and in the UK ranking second behind the financial sector.

He added that 70% of mid market customers wanted to buy from the channel and IBM had made an investment in supporting partners in their efforts to sell into that space with training, support and specific sales promotions.

One of the offerings to the channel is services bundles that are designed to target specifically mid market customers and Cheytanov said these would be delivered to partners.

Last month IBM appointed Specialist Distribution Group (SDG), formerly SCHd, giving it access to the entire hardware portfolio and handed the addition of the Power line-up means Arrow ECS will carry all products that Big Blue sells through the channel in efforts to provide more mid-market support for resellers.

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