IBM is looking to poach disaffected mid-market infrastructure resellers from rivals including Sun Microsystems and will expand the remit of several value distributors to seek them out.
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From October, Specialist Distribution Group (SDG), formerly SCHd, will get access to the entire hardware portfolio while the addition of the Power line-up means Arrow ECS will carry all products that Big Blue sells through the channel.
The logic according to sources close to the situation is that SDG, which only had an x86 contract with IBM, will try to build the base of tier two resellers to position Power 7 as the work load consolidation platform of choice.
"SDG is relatively more volume orientated and could help build a broader channel for IBM in the Unix and storage markets," said one source.
The number of distributors carrying the Power and storage line-up shrunk recently when Avnet took over Bell Microproducts - which carried the Power and storage lines - but this is only part of the rationale behind Arrow's appointment.
"Arrow is a very established value storage player and with IBM software products, it already has a good base of mid-market resellers, but the plan is to go out and attack Sun Microsystems' base of resellers," said a distribution source.
IBM was unavailable to comment at the time of going to press.