IBM SA launches new channel model

IBM SA will launch a new channel model on 1 March 2002 geared to assist business partners to offer customers broad-based IT solutions, as well as to encourage increased collaboration within IBM`s business partner network.

Speaking at IBM SA`s 2002 Top Performers awards banquet held at VodaWorld, Midrand, on Friday, 8 February, IBM SA country general manager, Mark Harris, said the new enhanced Valued-Based Model (VBM) will focus business partner efforts on sales in the services arena to meet strong market demands for software enhancements and value-added solutions.

"VBM is an open model with reduced trading restrictions between tier one and tier two business partners. It`s geared to encourage business partners to collaborate to provide the best solutions to customers. It enhances synergies between them, and uses a world-class management system to streamline working relationships between business partners and IBM," said Harris.

He added that in 2002 IBM SA will place additional focus on its successful Andisa black economic empowerment (BEE) business partner programme, which assists fledgling BEE information technology companies in areas such as resource development, credit facilitation, marketing and executive mentoring.

"There is an urgent need in SA to build capacity, develop infrastructure and promote business opportunities for these start-up companies operating in the small and medium business (SMB) markets, and IBM will continue to take the lead in this area," said Harris.

IBM SA channel executive, Johnny Gounden, said the company had identified the SMB market as the biggest revenue growth opportunity in Africa. "IBM`s confidence in its channel is epitomised by last year`s change in routes to market - we now serve small and medium-sized customers almost exclusively through business partners."

Gounden said IBM`s PartnerWorld channel support structure, based on e-business tools such as the main PartnerWorld Web site, remote diagnostic and certification facilities, and online marketing collateral and financing options, offered a breadth and depth of backing unmatched by any other channel organisation.

"IBM SA achieved 19% year-on-year growth in revenue in 2001, and a major part of this success may be attributed to the contribution of our business partner network," said Gounden.

The awards event honoured business partners and individuals in three areas:

PartnerWorld Award: Awarded to IBM business partners throughout Africa who best met the following criteria: exceptional revenue growth and skills investment.

The following winners received the coveted IBM SA PartnerWorld award and were invited to attend the PartnerWorld event in San Francisco from 17 to 20 February 2002.

-          Top Lotus Software SMB revenue: Siemens

-          IBM Software SMB revenue: Comparex and Lechabile

-          Top pSeries: Faritec

-          Top iSeries: TCM

-          Best Growth in iSeries: Edgetec

-          Top zSeries: Comparex

-          Solutions and Services Newcomer: Consilience

-          Strategic Outsourcing Partner: Masana

-          Top PCD Distributor: Tarsus Technologies

-          Top PCD Corporate Partner: AST

-          Top Contributor Partner: Commerce Quest, Vesta Technologies, Comparex Africa, T-Systems, Software Futures, Siemens Business Services and Safmarine Computer Services

CEO Symposium Award: Awarded to the CEOs of business partners throughout Africa with selection based on outstanding revenue growth. The following winners were invited to attend the CEO Symposium to be held in Monte Carlo:

-          First Technologies, Rob Matthews

-          ROE, Ostia Edbuche

-          Tri Continental, Israel Lwanga

-          Faritec, Allan Timm

-          TCM, Andrea Cornelli

-          Masana, Ghandi Badela

-          Comparex, Leon Avenant

-          Lechabile, Winston Mosiako

-          Edgetec, Steve Buck

Top Performer Award: Awarded to 23 business partner salespeople nominated by IBM. The award recognises individuals who have contributed most to IBM sales. Each winner won a trip to Borneo.