IBM interrupted cooperation with Lanit in the framework of reducing the partner network
American corporation IBM optimizes affiliate network in Russia. Last week, it unilaterally terminated a partnership agreement with Lanit. April 16, IBM sent a written notice of the end of cooperation. This is required by the terms of the contract. Since July 16, Lanit has lost the status of a “system integrator” and IBM’s “solution provider”, and the main partner agreement of IBM PartnerWorld and the authorization of Lanit as an IBM warranty service partner have also been terminated.
IBM representatives told the president of the Lanit company Georgy Gens that the breach of the agreement was due to a reduction in the partner network. The corporation’s partner network includes 1,733 Russian companies.
“The changing needs of customers require us to adapt to new conditions, which naturally entails a change in the existing relations with our partners,” commented the IBM representative Olga Proskuryakova. She also noted that the company will continue the implementation of existing contracts for the provision of technical support services.
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IBM and Lanit have been collaborating for over 20 years. Every year Lanit supplied the equipment and software of the corporation in the amount of several tens of millions of dollars a year. In 2014, revenue "Lanita" amounted to 91.3 billion rubles. The founder and main owner of the group is George Gens. Until recently, the largest customers of Lanita were Sberbank, Rosstat, the Federal Treasury and the Government of the Moscow Region. Now IBM will work with them directly. Moreover, the corporation, in principle, plans to switch with large customers to the operation mode without intermediaries.
According to SPARK-Interfax, the revenue of the Russian division of IBM (OOO IBM BEA) increased by 24% last year and reached 9.1 billion rubles, and the net profit amounted to 3 billion rubles. Lanit provided the division with about 5% of all revenues in Russia.
A year and a half ago, IBM broke the contract with the Russian company Krok without giving any reasons. The company's general director, Boris Bobrovnikov, considers the deauthorization of large market players as "the standard practice of large manufacturers trying to work directly with customers in a particular region." “I think that as a result, IBM sales have fallen seriously and will fall further after such experiments,” he told Kommersant.
IBS Chairman of the Board, Sergey Matsotsky, believes that sanctions are the reason for the reduction of the partner network.
IBM representatives told the president of the Lanit company Georgy Gens that the breach of the agreement was due to a reduction in the partner network. The corporation’s partner network includes 1,733 Russian companies.
“The changing needs of customers require us to adapt to new conditions, which naturally entails a change in the existing relations with our partners,” commented the IBM representative Olga Proskuryakova. She also noted that the company will continue the implementation of existing contracts for the provision of technical support services.
')
IBM and Lanit have been collaborating for over 20 years. Every year Lanit supplied the equipment and software of the corporation in the amount of several tens of millions of dollars a year. In 2014, revenue "Lanita" amounted to 91.3 billion rubles. The founder and main owner of the group is George Gens. Until recently, the largest customers of Lanita were Sberbank, Rosstat, the Federal Treasury and the Government of the Moscow Region. Now IBM will work with them directly. Moreover, the corporation, in principle, plans to switch with large customers to the operation mode without intermediaries.
According to SPARK-Interfax, the revenue of the Russian division of IBM (OOO IBM BEA) increased by 24% last year and reached 9.1 billion rubles, and the net profit amounted to 3 billion rubles. Lanit provided the division with about 5% of all revenues in Russia.
A year and a half ago, IBM broke the contract with the Russian company Krok without giving any reasons. The company's general director, Boris Bobrovnikov, considers the deauthorization of large market players as "the standard practice of large manufacturers trying to work directly with customers in a particular region." “I think that as a result, IBM sales have fallen seriously and will fall further after such experiments,” he told Kommersant.
IBS Chairman of the Board, Sergey Matsotsky, believes that sanctions are the reason for the reduction of the partner network.
Source: https://habr.com/ru/post/292832/
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