IBM rolls out channel initiatives for PC business

I BM India’s PC division has embarked on a major initiative

to significantly increase   its presence in the PC business. It has identified 18 cities across the country where it plans to add

about 250 channel partners by the end of JFM quarter.

"We are putting together a focused set of people to

address the customer requirements. We have appointed half of them in the last

two months," says Shashi B Mal, VP, Personal Computing Division, IBM India.

According to him, the sheer size of the market provides a

good opportunity to do business in a very focussed manner.

"The initiatives are not limited to appointment of

channels. We have made products which suit the market demand and are very

competitive in our positioning," he adds.

IBM is also rolling out an enhanced authorized service

provider (ASP) program where it will have 35 to 40 locations to support its

resellers and customers.

In the next quarter it is also planning to begin its training

initiatives for channel partners. "We are putting the business

infrastructure to educate our partners," Shashi adds.