IBM has repositioned its approach to selling cloud computing, putting sales of the technology under the umbrella of its services division.
Big Blue is also recognising user fears around a wholesale shift to the cloud offering to sell services packaged services that are supported by its data centres.
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Along with security one of the continuing challenges for channel players pushing the cloud has been the perceived threat it has to those in the IT department fearful that their jobs could be challenged by the hosted option.
According to a Financial Times report the vendor has made the moves to put the revenue under the services wing and to offer it in chunks has been designed to increase the amount the vendor makes from hosted software.