In a major move away from its traditional channel strategy, IBM is taking on Compaq with its appointment of TCM as a first tier VAR for its PC servers including the Netfinity range of servers, ThinkPad`s and laptops. TCM can get stock directly from the IBM factory in Greenock, providing better inventory control, and cost benefits to end-users.
TCM marketing executive Jorge de Campos says TCM can provide IBM with country-wide value add and skills enabling both parties to compete aggressively in the PC Server and PC arena.
"Through this commitment to the newly launched IBM programme TCM can provide the same level of customer support as provided in the AS/400 Server area," he adds.
TCM will also be investing substantial capital into IBM Netfinity and PC stock holding. This move follows a trend in the US towards a growth in the value-added reseller, streamlining the channel structure by delivering product directly to customer. This move enable bypassing an extra link in the supply chain without compromising on the value-adds delivered by a reseller.
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