IBM embarks on campaign to deliver real world software solutions

Big Blue teams up with Gulf Business Machines (GBM) to equip resellers with necessary technical and marketing expertise to sell mid-range solutions.

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By  Greg Wilson Published  March 5, 2002

IBM has embarked on a regional offensive to deliver ‘real-world’ software solutions to the small-to-medium business (SMB) space.

Big Blue, working with regional partner Gulf Business Machines (GBM)kicked off its Middle East campaign with one-day reseller training event in Dubai.

The event focused on beefing up the software skills of its reseller channel and targeting software solutions at real business problems.

“IBM recognises the pressing need amongst [companies] for e-business solutions and services [to] address their business issues. Many organisations struggle with shrink-wrapped software bundles that do not integrate with their business systems, and do not create any real value or savings,” says BJ van DeWater, manager of distribution channel management, Software Group IBM Central & Eastern Europe, Middle East and Africa.

“We are investing in the technical and marketing skills of our resellers to ensure that they can provide customers with solutions that provide a real and measurable Return on Investment,” he adds.

At the same event Big Blue also launched its ‘Top Contributor Initiative’ (TCI) incentive scheme to its partners.

The initiative will provide IBM’s TCI software resellers with marketing co-funding to increase sales, grow market share, penetrate new markets and expand their business with Big Blue's software portfolio.

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