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Enterprise Systems Journal, January, 2000 by Greene, Marvin V.
IBM's Server Group is working to more effectively manage its reseller channel as E-business becomes crucial. It now bases its channel strategy on the 1999 PartnerWorld initiative, an aggressive move into the supply-chain and E-business markets. The vendor expects to become more dependent on its channel partners for all products in 2000. Responsibility for S/390 services is now firmly in the hands of resellers, and mainframe pricing has been aligned with server pricing. IBM will be even more creative working with partners to grow market share for its new high-end RS/6000 offerings, which compete with products from Sun Microsystems and others.
IBM Brings One Voice to Server Group Reseller Channel
The song being sung throughout the IBM Server Group these days is...
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