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Does IBM consistently deal with customers via channel partners in other parts of the world? We have a local IBM channel partner, all credentialled-up, who has been working with us for a couple of years, with not a lot to show for it so far in terms of product sales (through no fault of theirs … or mine!).

So it is a little disturbing to find he’s getting blindsided by IBM dealing directly with another part of the organisation for Tivoli system management kit. That’s not my area of interest, but it is Nick’s – he started talking Tivoli management stuff 18 months ago with our systems people.

So why do I care? Same reason I blog – it’s about building relationships …

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