Feeds

Alarm bells ring at Big Blue brekker

It's a direct betrayal of the channel

  • alert
  • submit to reddit

Internet Security Threat Report 2014

Just before Doug LeGrande, general manager of IBM's PSG Emea was about to stab his business partners in the front, the fire alarm went off at the Sherlock Holmes Hotel, Baker Street. Two fire engines duly turned up to put out the non-existent fire and we returned to the basement to watch LeGrande perform his act of virtual arson, with us to fan the flames. We already knew about the meeting in Monaco six weeks ago, when LeGrande told his BPs about Big Blue's plans. (Story: Big Blue makes European channel u-turn look like a fast oil tanker -- and many another story much earlier this year). But the McCoy is this: "We're introducing new Ts&Cs, reducing price protection effective March next year. "The major focus for us is end customers, not channel loading. We've adapted our Ts&Cs to stimulate end user sales. We will not repeat the problems of the past which end up with problems for all concerned. "We've a new term called fat free fulfilment aimed at squeezing out any element of cost through the channel to the end user. Excess fat comes out. "We told our BPs in Monaco that we'll no longer say no to customers who say will you sell direct. Our BPs appreciated the fact we told them what we were going to do." So they didn't stab the channel in the back. It was in the front. And IBM has once more repeated the mistakes of the past. If Mike Lunch, former GM of the IBM PC Co in the UK, was dead, he'd be spinning in his grave. ®

Providing a secure and efficient Helpdesk

More from The Register

next story
Scrapping the Human Rights Act: What about privacy and freedom of expression?
Justice minister's attack to destroy ability to challenge state
WHY did Sunday Mirror stoop to slurping selfies for smut sting?
Tabloid splashes, MP resigns - but there's a BIG copyright issue here
Hey Brit taxpayers. You just spent £4m on Central London ‘innovation playground’
Catapult me a Mojito, I feel an Digital Innovation coming on
Google hits back at 'Dear Rupert' over search dominance claims
Choc Factory sniffs: 'We're not pirate-lovers - also, you publish The Sun'
EU to accuse Ireland of giving Apple an overly peachy tax deal – report
Probe expected to say single-digit rate was unlawful
Inequality increasing? BOLLOCKS! You heard me: 'Screw the 1%'
There's morality and then there's economics ...
While you queued for an iPhone 6, Apple's Cook sold shares worth $35m
Right before the stock took a 3.8% dive amid bent and broken mobe drama
EU probes Google’s Android omerta again: Talk now, or else
Spill those Android secrets, or we’ll fine you
prev story

Whitepapers

Forging a new future with identity relationship management
Learn about ForgeRock's next generation IRM platform and how it is designed to empower CEOS's and enterprises to engage with consumers.
Storage capacity and performance optimization at Mizuno USA
Mizuno USA turn to Tegile storage technology to solve both their SAN and backup issues.
The next step in data security
With recent increased privacy concerns and computers becoming more powerful, the chance of hackers being able to crack smaller-sized RSA keys increases.
Security for virtualized datacentres
Legacy security solutions are inefficient due to the architectural differences between physical and virtual environments.
A strategic approach to identity relationship management
ForgeRock commissioned Forrester to evaluate companies’ IAM practices and requirements when it comes to customer-facing scenarios versus employee-facing ones.