(Nikkei BP Group)
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| IBM Japan to Transfer Some Sales of S/390 to Partners
February 2, 1999 (TOKYO) -- IBM Japan Ltd. in February will start selling
its System/390 mainframe through partner companies such as system integrators,
a source close to IBM Japan said.
|The source also revealed that the company will transfer to the partner
companies partial sales generated from customers amounting to about
30 percent of the company's total number of mainframes in operation.
The decision was made at a strategy meeting held at the end of January.
Most of S/390 machines traditionally were sold directly.
Indirect sales target mainly at large-sized user companies' local branch
offices, their subsidiaries and mid-sized company users which have not
introduced the latest S/390 yet.
The background of this decision is that the unit specializing in direct
sales cannot make enough proposals to users. IBM Japan will propose
the S/390 to domestic mainframe users in collaboration with the partners.
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