Feeds

Ex-IBM channel marketeers turn hired guns

Have laptop, will travel

Maximizing your infrastructure through virtualization

Some high-level ex-IBMers have ganged up to create a virtual channel marketing department that IT vendors can hire to either augment or replace their own marketing efforts.

The company they've created is called CTX Resources, and it's based in Westport, Connecticut, which is about 25 miles from IBM HQ in Armonk, New York. CTX has also opened an office in London and has a presence in Chicago.

The company was founded by Stephen Reid, who serves as president and who spent 17 years in various channel marketing and sales positions. Reid ran IBM's ISV Industry Solution Portfolio Program in the United States, which helped produce an incremental $200m in revenues for Big Blue in the small and medium business space. He also managed a successor SMB Advantage program for IBM's resellers that kicked an extra $300m to the coffers, and he spent $8m of IBM's money on joint marketing and sales efforts that Reid said produced $500m in extra revenues.

The other co-founder at CTX is Timothy Wheaton, who did a 26-year stint at IBM and led sales alliance relationships with key application software vendors such as SAP, Infor, and JDA Software that drove over $2bn in joint revenues on a global basis. Debra Thompson-Van, who was once vice president in charge of IBM's global channel strategy and market in her 25 years at Big Blue, is on the CTX advisory board, and so is Mark Ouellette, who did 33 years at the company and did turns as vice president of worldwide marketing for business partner sales, global sales operations, and worldwide SMB software sales.

These four executives plus a team of about a dozen associates in Boston, New York, Atlanta, Dallas, Houston, San Francisco, Jacksonville (Florida), and London are ganging up to offer their mercenary marketing services to IT vendors that need help with their sales channels. The company is in the process of closing its first deals now.

A spokesperson for CTX says that the fees the company charges for its marketeering services varies depending on the project's complexity and time, but the idea is for these agreements to be short-term and less costly than hiring a full-time person to run your channels. The expectation is that an engagement will run from one month to under a year, and that they will cost on the order of six figures. ®

Seven Steps to Software Security

More from The Register

next story
Whoah! How many Google Play apps want to read your texts?
Google's app permissions far too lax – security firm survey
Chrome browser has been DRAINING PC batteries for YEARS
Google is only now fixing ancient, energy-sapping bug
Do YOU work at Microsoft? Um. Are you SURE about that?
Nokia and marketing types first to get the bullet, says report
Microsoft takes on Chromebook with low-cost Windows laptops
Redmond's chief salesman: We're taking 'hard' decisions
EU dons gloves, pokes Google's deals with Android mobe makers
El Reg cops a squint at investigatory letters
Big Blue Apple: IBM to sell iPads, iPhones to enterprises
iOS/2 gear loaded with apps for big biz ... uh oh BlackBerry
OpenWRT gets native IPv6 slurping in major refresh
Also faster init and a new packages system
Google shows off new Chrome OS look
Athena springs full-grown from Chromium project's head
prev story

Whitepapers

Top three mobile application threats
Prevent sensitive data leakage over insecure channels or stolen mobile devices.
The Essential Guide to IT Transformation
ServiceNow discusses three IT transformations that can help CIO's automate IT services to transform IT and the enterprise.
Mobile application security vulnerability report
The alarming realities regarding the sheer number of applications vulnerable to attack, and the most common and easily addressable vulnerability errors.
How modern custom applications can spur business growth
Learn how to create, deploy and manage custom applications without consuming or expanding the need for scarce, expensive IT resources.
Consolidation: the foundation for IT and business transformation
In this whitepaper learn how effective consolidation of IT and business resources can enable multiple, meaningful business benefits.