IBM has confirmed that distribution veteran Jared Cary is to beef up its channel team next month as volume sales leader.
After 22 years at IBM partner Northamber, Cary left last summer on a six month sabbatical but decided to cross the fence to join the vendor community.
Jacqueline Davey, vice president of the Business Partner Organisation for the UK and Ireland at IBM, said it wanted to "accelerate growth" in Express bid machines; System x, low-end/ mid-range storage, service packs and software.
"The plan is for Jared to work with our network of resellers and distributors to drive our run rate business, he understands the volume market place," she told MicroScope.
IBM has wrestled with its own schizophrenia in recent years with respect to the volume markets; it wants to compete with HP and Dell but on its technology and not price. As a result, HP has consolidated its share at the top.
However, while Q4 revenues in IBM's worldwide Systems and Technology division were down 4% to $5.2bn (£3.3bn), System x sales were up 37% as higher-end System p, System z fell 14% and 27% respectively.
Resellers have noted that Big Blue is looking like a plucky player in the x86 space and that the renewed vigour it placed on the unit following a UK restructure of the System x division run by Richard Potts is gradually paying off.
Cary was unavailable for comment.