IBM Express Track Targets VARs

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IBM’s Express Track program “is reaching out to thousands of local IT resellers around the world” in a “$100 million global drive.”

The main purpose of this drive is to increase the company’s presence (and sales) in the mid-size business market.

One of the key changes is the addition of about 300 staff members.

ITBusiness.ca spoke to Paul Myerson, a channel analyst at the Enterprise Strategy Group, who applauded the hirings.

“The vendors consistently throw tools over the wall but they’re not always the easiest things to find, so now they’ve got people who can lock step with the channel to show them how to be effective in utilizing the tools,” he said.

The article also included several quotes from “the vice president of IBM’s worldwide sales for small and medium business solutions and services,” Richard Michos. “With more than 50 per cent of our SMB revenue coming through partners – and SMB comprises around 20 per cent of our overall revenue – this is a very important area for us,” Michos stated.

Express Track is trying to help us open more outlets in areas where we see opportunity and advance our coverage, expand our resources and energies there,” he added. In terms of expansion, IBM is doing quite well – over 2,500 “Business Partners” joined it in the first half of 2006.

“We think that will grow even more with the additional resources, demand generation and enablement capabilities that fall under Express Track,” Michos said.

As far as where that growth might occur, he hedged somewhat, but it sounded like America’s neighbor to the north might be an area of concentration. “By anybody’s rendering with regard to IT, Canada is viewed as a mature market. But much like the U.S. there’s still significant growth occurring, particularly in SMB.”


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Doug is a staff writer for WebProNews. Visit WebProNews for the latest eBusiness news.

IBM Express Track Targets VARs
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