Distributors praise IBM shift

Distributors have welcomed changes to IBM Software's terms and conditions designed to encourage value-add in its channel.

The US technology giant last week announced changes to all discount and licensing schemes in an effort to boost sales and margins from its channel.

Peter Nevison, business manager of the software division at Ingram Micro, said the changes "made all existing distributors become value-add distributors".

"This gives us a great opportunity to add value for resellers and we are going to increase our focus on IBM Software as a result," Nevison added.

Ingram Micro is to increase its sales, technical and marketing support for the IBM range of software, which includes Lotus, DB2, Websphere and Tivoli, all of which are available through resellers.

Fellow broadline distributor Computer 2000 (C2000) also welcomed IBM's changes, and said it would increase its focus on the range.

"We are putting dedicated resources in place to help resellers up-skill on IBM Software and take advantage of the many opportunities these changes will bring," said Cathi Low, general manager of the software business unit at the distributor.

Resellers will now be able to take advantage of rebates from C2000 regardless of sales volume, Low added.