IBM SA has launched a new channel model geared to assist business partners to offer customers broad-based information technology 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, IBM SA country general manager, Mark Harris, said that the new enhanced Valued Based Model (VBMe) will focus business partner efforts on sales in the services arena to meet strong market demands for software enhancements and value-added solutions.

"VBM3 is an open model with reduced trading restrictions between tier one and tier two business partners. It is 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 South Africa 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 that 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."

IBM South Africa

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