Big Changes in Store for IBM ISS VARsBy Sara Driscoll | Posted 2008-02-05 Email Print
Exclusive: Big Blue is looking to blend Internet Security Systems VARs into its own channel, which could result in far-reaching changes.
Widespread changes will hit
Speaking exclusively to Channel Insider, Clifford Leary, director of
worldwide channel sales for
The first change that will enable the two channels to work more closely is the
move of the ISS channel sales teams into the
The main change for ISS partners will be a more formalized channel structure, Leary said. "A lot of the ISS channel program was done on a more ad hoc basis, and this will become more formalized under the new structure, and there will be more involvement from the distributors," he said. He added that this should lead to more predictability for ISS partners.
Steve Gibbs, North East channel sales leader at
David Ellis, director of e-security, professional services and training at
European distributor ComputerLinks, said he has already started to see changes
in the ISS channel. "ISS is deciding who can and who can’t sell its products,"
he said. "Only those resellers who have technical training and have invested
are now able to sell the products." Previously, he said, any
Ellis welcomed this move. "This means that those partners who have invested
in training and skills will have a differentiator, and it means end users will
be better served by fully trained resellers." Ellis said ComputerLinks is
taking an active part in helping to train and educate the ISS and
Alec Black, strategy director at