An IBM deal to sell between 50 and 60 thousand Net Stations to a corporate client is in danger of foundering on the rocks of its Business Partner charter.
Last week, a senior source at IBM said that the company was on the verge of signing the deal in Europe but its customer, which he refused to name, was insisting that the company sell the Ncs direct. That, he added, was hindering what will be the biggest win for the NC platform so far.
He said that corporate policy, decided at the highest level by IBM chairman Lou Gerstner, called for all of its products and services to be pushed through two-tier distribution and that meant he was fighting hard to persuade its customer to use one of its European distributors.
But another source at IBM said that there were two or three other deals, this time in the UK, afflicted by similar problems. Each of those was for 30 or 40 thousand parts.
IBM?s NC here are distributed by Azlan and Northamber
Neither of those companies were able to get back to the Newswire.
That followed a release on the total cost of ownership again from the Gartner Group last week, reacting to earlier comments about falsities in its figures.
The new figures make Win Terminals more expensive than either Net Pcs or NC s, the figures confirmed.
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