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Partnerships expand the reach of artificial intelligence, cloud, security and IT infrastructure technologies in the country
As part of the strategy to expand its sales ecosystem in the national market in 2018, IBM announces two new distributors in the country: Arrow and Westcon. Arrow, one of the largest distributors of IBM technology in the world, will offer solutions such as Artificial Intelligence, Cloud, DataCenter, Hyperconvergence, IoT, Security and Infrastructure. Westcon, global distributor of the most important brands in IT systems for networks, data center, collaboration and security, arrives to reinforce IBM's capillarity throughout the national territory, specifically in the sale of security solutions and development of new resellers focused on in that segment.
Security is one of the most demanded areas in the IT market today. According to the latest study “Data Breach Costs 2017”, carried out by IBM in partnership with the Ponemon Institute, data breaches generated a loss of R$ 4.7 million for Brazilian companies. In this scenario, security intelligence solutions are crucial to avoid interruptions in services provided by companies and data loss.
The new partnerships generate diversification, expand IBM's reach in the Brazilian market and reinforce the importance of distribution channels for the company's strategy. “There are new formats of companies, new types of contracts emerging and it is essential that we adapt to meet all needs. There is a huge business opportunity emerging and IBM is prepared for a new generation of business partners that tend to be disruptive”, says Marcela Vairo, channel director at IBM Brazil.
“With this alliance, we have consolidated ourselves as a major distributor of IT solutions focused on megatrends in Brazil, with a consistent and integrated offer for resellers, who will have more negotiation possibilities to meet end customers' demands. Thus, we will actively participate in the market together with expertise and world-class business and service”, says Arrow Vice President and General Manager Fany Lupion.
“Westcon is a reference in the market for its security expertise. IBM products will be of great importance for us to offer even more complete solutions to a segment that, in addition to being essential for the day-to-day protection of companies, currently provides new opportunities, with the dissemination of the managed services model and integration with marketplaces. of online sales”, explains the general manager of Westcon-Comstor in Brazil, Humberto Menezes.
The two companies complement IBM's channel ecosystem alongside Ingram Micro and TechData, which already has a consolidated business model with IBM and are also developing new models of partnerships in the market, such as the sale of cloud solutions. by marketplace. Both companies distribute the entire IBM portfolio and already maintain relationships with more than 500 specialized channels.
Security is one of the most demanded areas in the IT market today. According to the latest study “Data Breach Costs 2017”, carried out by IBM in partnership with the Ponemon Institute, data breaches generated a loss of R$ 4.7 million for Brazilian companies. In this scenario, security intelligence solutions are crucial to avoid interruptions in services provided by companies and data loss.
The new partnerships generate diversification, expand IBM's reach in the Brazilian market and reinforce the importance of distribution channels for the company's strategy. “There are new formats of companies, new types of contracts emerging and it is essential that we adapt to meet all needs. There is a huge business opportunity emerging and IBM is prepared for a new generation of business partners that tend to be disruptive”, says Marcela Vairo, channel director at IBM Brazil.
“With this alliance, we have consolidated ourselves as a major distributor of IT solutions focused on megatrends in Brazil, with a consistent and integrated offer for resellers, who will have more negotiation possibilities to meet end customers' demands. Thus, we will actively participate in the market together with expertise and world-class business and service”, says Arrow Vice President and General Manager Fany Lupion.
“Westcon is a reference in the market for its security expertise. IBM products will be of great importance for us to offer even more complete solutions to a segment that, in addition to being essential for the day-to-day protection of companies, currently provides new opportunities, with the dissemination of the managed services model and integration with marketplaces. of online sales”, explains the general manager of Westcon-Comstor in Brazil, Humberto Menezes.
The two companies complement IBM's channel ecosystem alongside Ingram Micro and TechData, which already has a consolidated business model with IBM and are also developing new models of partnerships in the market, such as the sale of cloud solutions. by marketplace. Both companies distribute the entire IBM portfolio and already maintain relationships with more than 500 specialized channels.
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