IBM staffs up the channel

IBM has launched a program aimed at increasing the staffing levels at its own channel partners.

The Lite Blue initiative sees Big Blue advising its Systems and Technology Group (STG) distributors and direct business partners about how to attract top staff to grow capabilities and place themselves for future growth with the vendor.

IBM will use its own network and recruitment resources to identify, attract and hire sales specialists, systems architects and technical support nationally and internationally.

Big Blue has also launched an internal program aimed at rewarding staff for finding candidates for its channel partners.

Under the initiatives, up to 100 new staff are expected to be placed amongst its 40-odd direct channel partners and several distributors.
IBM is already working with distributors and partners and is looking to secure more than 30 placements within the next three months.

Scott Kardash, IBM A/NZ business partners director, said the move was aimed at providing partners with the right skills and expertise to aggressively grow the vendor’s sales in the year ahead.

"To get the sort of growth we want in 2006 we need an increase in channel sales and therefore more skilled staff among partners," he said. "Many of our partners have also had open hiring tickets throughout 2005 and have been unable to find the right candidates."

While the initiative set a precedent for IBM, Kardash said the vendor was not desperate for growth. "We did well last year in terms of our results," he said. "It’s not like we’re missing our objectives so we need more channel staff."

While also designed to keep costs down, Kardash said partners were under no obligation to hire new staff under the initiative. "We’ve called it Lite Blue for a reason," he said. "These guys have their own style and culture, but we also want to enable them to grow with us."

The move follows IBM’s recent reshuffle of its software distribution partners aimed at increasing specialisation and margin in the channel. However, Kardash said IBM would aid partners by growing its existing hardware portfolio rather than similarly reshuffle distributors.

Currently two thirds of STG Group sales went via the channel, Kardash said.