An interview with Alexander Attal. (IBM VP of Global Channels Strategies & Marketing) (Company Business and Marketing)(Interview)

Enterprise Systems Journal,  March, 1998  by Simpson, Charlie

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IBM VP of Global Channels Strategies and Marketing Alexander Attal says the company decided at the end of 1995 to implement an aggressive business partner strategy to address the shift in the market toward indirect business. This shift was due to more open-systems solutions from small third-party companies providing large-scale solutions.

IBM wanted most of its business for small and midsized customers to go through its partners, so it implemented a solutions developer program for vendors developing hardware or software on IBM systems. Indirect revenue has increased by more than 5 percent ...

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