Johannesburg, 12 Apr 2002
IBM`s policy of doing business in West Africa and the SADC region exclusively through its business partner channel is paying dividends.
In spite of a global recession during 2001, IBM achieved double-digit growth in the period in West Africa and the SADC region.
Speaking at the IBM Central Africa business partner conference in Johannesburg (11 and 12 April 2002), IBM`s general manager Central Africa, Vernon Hart, said that although IBM`s growth in African countries other than South Africa had come off a low base, the rate of growth was nonetheless extraordinary.
"Our success is due in large measure to the focus and commitment of our business partners.
"However, their job has been made easier by Africa`s move towards democracy and its new focus on economic principles - including improving national infrastructures.
"Africa`s needs are so great and so basic that it has no choice but to acquire the materials for rebuilding itself - including information technology.
"Most significantly, though, our technology fits Africa`s needs very precisely, so business partners have the satisfaction of knowing that by selling IBM products and services they are contributing directly to Africa`s recovery."
IBM technology is designed specifically to reduce the cost of computing, automate installation, management and maintenance of systems and reduce the complexity of technology and therefore the need for technology-literate skills.
Best selling IBM software in Africa in 2001 was its world-leading collaboration and messaging software, Lotus Notes, and its systems management software Tivoli.
UNIX sales were exceptional, followed closely by sales of the eServer iSeries (formerly the AS400).
IBM`s success in Africa mirrors IBM SA`s second successive year of double-digit growth in South Africa, in an economy which grew at only 2.6%.
IBM Central Africa and IBM SA were integrated midway through 2001.
"That enabled us to leverage IBM SA`s wealth of skills and resources in Central Africa and put a business partner channel renewal process in place," says Hart.
"Our increased focus is paying off already, but there are new markets waiting and we need to look at expanding our existing markets."
IBM Central Africa has more than 50 business partners active in 21 countries, all of whom are represented at the conference in Johannesburg. Many have received awards for revenue, growth and quality achievements.
The conference is aimed at creating an even more versatile and dynamic African channel. It will seek means to broaden business partner offerings - to include DB2, IBM`s data management middleware, and WebSphere, IBM`s Web-enabling middleware, as well as storage and mobile technologies - and ensure that business partners are geared, financially and operationally, for growth.
There will also be a focus on assisting business partners to develop industry relationships, particularly with market influencers and global companies operating in Africa.
The conference will also identify further opportunities for co-operative developments and partnerships - private and public, offshore and on-shore - with international organisations involved in African projects.
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