IBM sets 'Blue Table' for entry-level storage

In a bid to increase its entry-level storage business, IBM India will  leverage on its existing xSeries Intel server business. It has launched
the 'Blue Table' program, which will enable 100 of IBM's 170 xSeries  server partners to sell storage solutions.

Until recently, the company's focus was on big corporates for its storage
business. However, with the storage solutions business showing huge growth
potential in the country, IBM will promote tape libraries, servers and SAN
products in the SMB segment. 

"Traditionally, providing storage solutions is an expertise largely  handled by SIs," says Shailesh Agarwal, Country Manager -
Storage  Solutions, IBM India. However, the 'Blue Table' initiative will enable
resellers to sell storage solutions to small business with ease.

This program assures partners with a planned incentive structure, training
program for the sales force, toll-free and online helps, along with  marketing activities to promote IBM's storage offerings -- LTO Tapes -
3580/3581 (both G1 and G2), FAStT200/FAStT600 and media (100 GB, 200 GB -  normal & barcoded cartridges).

As part of its marketing activities, the company will conduct roadshows
for its channel partners in metro cities. This will be soon be extended to
small cities as well. 

NELSON JOHNY

MUMBAI