In line with IBM Corp plans worldwide, president of IBM Espana SA Juan Usandizaga recently declared that the company is determined that 60% of its business will come via its external distributors by the year 1999. These are currently responsible for some 25% of revenue.The new commercial program will embrace five strategic areas – small and medium-sized businesses, large companies, marketing and services, software and solutions development. Usandizaga observed, The market is now highly diversified and therefore no company can permit itself the luxury of only selling its products and solutions through its own commercial networks. To date we have focused strongly on our hardware distribution channel, but we need to project our entire range of products and services. The president added that the new distribution plans would not, however, lead to a reduction in IBM Espana’s 550- strong sales force.
