Recruitment Begins For Synnex's IBM Software Partners

IBM's software distributors are hot on the recruiting trail, trying to win the business of about 65 solution providers affected by the vendor's decision to deauthorize Synnex.

Several solution providers said they've heard from IBM as well as Arrow Electronics, Avnet, Ingram Micro and Tech Data over the last two days after IBM announced that Synnex won't carry IBM software after Oct. 1.

Glen Jodoin, vice president of operations for GreenPages Technology Solutions, a Kittery, Maine-based solution provider, said GreenPages doesn't do enough IBM software business through distribution that the move would have much of an effect. But he did confirm representatives from Ingram Micro and Avnet had contacted GreenPages, asking for feedback on what the solution provider planned to do with that business.

A spokesman for Tech Data said in an e-mail that the distributor "is letting VARs know that Tech Data's software licensing team is available now to help transition any IBM Software business to Tech Data and ensure they experience no disruption in their ability to procure these solutions."

Executives from Ingram Micro and Avnet could not be reached for comment Friday and Arrow officials declined to comment.

IBM's decision to pare its distributors in the United States was not surprising to some channel insiders, especially following IBM's deauthorization of Synnex on x Series servers in January this year.

"They were doing a good job, but they didn't have the overall traction," said one solution provider, who asked not to be named.

One channel source said Synnex only accounted for about 65 of IBM's 500 software partners in the U.S.

Sandy Carter, vice president of channels in IBM's Software Group, noted Synnex is still authorized to distribute software outside of the U.S., including in Canada and Asia/Pacific countries.

"We mutually determined this was the right thing to do," Carter said, adding: "It was really in the best interests of our partners and our customers."

IBM is making "personal calls" to resellers that purchased products through the distributor, alerting them to the change and telling them they will have 90 days to choose another distributor. Carter said IBM will help resellers with that transition.

Rick Whiting and Chad Berndston contributed to this article.

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