Big Blue has revised its terms and conditions for its channel partners in the process of changing its strategy on its differing hardware platforms.
That follows a deal set to be announced this week with Fedex to supply it with between 50 and 60 thousand Net Stations, as reported here earlier.
Said Buell Duncan, general manager for system sales Emea: ?We have the same number of business partners as before but they?re different.?
He confirmed that IBM was reviewing its terms and conditions for the channel after a worldwide meeting of 300 managers in Paris last week.
But, he insisted, IBM was still firmly committed to its channel partners, and also committed to all four hardware platforms - including Intel, the S/390, the RS/6000 and the AS/400 boxes.
He confirmed that sales people at IBM, however, were going to have to cross over in their different areas and sell one kind of tin against another.
Yet, claimed Duncan, IBM will lose no staff in this large reorganisation and the aim was to keep its customers satisfied.
Towards the end of last year, Derek Ashmore, head of sales of the newly formed Netstation Computer Division at IBM Emea, said that it was experiencing a conflict between its channel partners and customers approaching it direct.
Duncan insisted that Gerstner?s original channel strategy was still in place.
Last week, David Mills, group marketing director at major NC reseller Memorex Telex, complained about the way IBM was selling its products. (See earlier story).
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