IBM UK will announce a new channel strategy on Monday 18 January, which will initially be targeted at the AS/400, but is expected to broaden out to any VAR platform, including the RS/6000 and NetFinity families.
IBM is rejigging its scheme to refocus on end-user sales from the channel rather than IBM sales to the channel, and is introducing a new two-tiered model based on the value of sales.
Current margins for second tier VARs are believed to be around nine per cent, but the plan is to offer an additional five per cent if VARs meet their quarterly targets, and further percentage points if they participate in TechConnect, a technical skills development programme for VARs.
Triangle, Sphinx and Northamber are expected to participate in the official launch and sources say that IBM UK has signed up four business partners to date.
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