After The Sale

To say IBM's decision (for all practical purposes) to divest its $11.5 billion PC business presents a big opportunity for IBM competitors to swoop in and grab partners and accounts is an understatement.

The sale is a prime opportunity for a channel-savvy vendor to jump in. Don't get me wrong, it could be Lenovo, if the company does the right things and moves quickly. But IBM and Lenovo missed a rare opportunity to send a stronger channel message when the trigger was pulled on the deal—they could have immediately named an experienced and well-known channel executive to lead the charge. With the deal set to close in the second quarter, there is plenty of time for competitors such as Hewlett-Packard, Dell, Acer and Toshiba to grab a new set of strong partners.

Just as it's time for solution providers to do a gut check, it's also time for each and every vendor that wants to win over these IBM partners to do the same. Vendors have got to ask themselves if they are truly committed to partnering with solution providers in the desktop and notebook markets and whether they're willing to do what it takes to be a trusted partner. There is big market share to be gained by a vendor that implements a clear and conflict-free desktop and notebook channel program with incentives and partner support. No other segment of the market has been plagued by more channel conflict or half-hearted effort. It's time to get real. Where else do you see a vendor telesales rep coming in and prying away an account being served by one of their partners by offering a lower margin deal?

With the IBM sale, partners have a rare opportunity to revisit the hardware segment and compare the products, channel programs and channel economics of each and every vendor that wants to do business with them. They should demand true, conflict-free partnership and improved channel economics. Meanwhile, there is a huge channel windfall out there for the vendor that has the guts to bring the right program to the table. It's gut check time. It's time to see who has the stomach for this business and who doesn't. May the best vendor win.

What vendor has the guts to do it right? Let me know at (781) 839-1221 or via e-mail at [email protected].