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IBM is also counting heavily on the channel to sell its new line of PureSystems converged infrastructure servers that launched in April.
Register said that in coming weeks IBM will be "tweaking" the incentives to encourage channel partners to focus on potentially bigger deals to larger customers. The company also may expand the number of product bundles covered under the Solution Accelerator Incentive program.
Channel partners, especially those who sell to mid-market customers, are increasing the number of IBM-branded products they resell, Register said. A solution provider that previously focused on selling IBM Cognos and other business analytics products, for example, may add the vendor's information management products to its offerings. Partners are also selling more IBM products bundled with services, according to Register.
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