N E W S
MOBILE APPS RECRUITMENT DRIVE
DEXTERRA, maker of software for In particular, she will use her
mobile platforms, is building out previous experience to further
its links to partners, both large and develop Dexterra’s mobility
small. By supporting a wide variety partnership with Vodafone, which
of mobile devices, it is working with helps Vodafone enterprise customers
ISPs and partners such as Accenture, extend applications such as SAP,
Capgemini and Vodafone in the Oracle, and Salesforce to mobile
enterprise space. A recruitment devices via a hosted service.
programme is expected to push www.dexterra.com
into vertical industries as well as
increasing overall market penetration. OUR VIEW:
The ISVs and VARs across Europe
Rikke Helms
An interesting company and
with mobile expertise are in its sights, technology, it claims to have cracked
although it already admits that it is its executive team by appointing the problem of providing access to
getting a faster roll-out in the emerging Rikke Helms as MD its EMEA division. business applications from all those
countries, usually by global business Rikke Helms. who is well known in different mobile devices, all running
moving in. With regional recruitment the business, having held previous different operating systems, coping
of ISVs, it expects to be able to provide senior positions at organisations with security, odd screen sizes etc.
a small set of quality applications, such as Borland, Vodafone, IBM Rikke Helms is on board to deliver
which is what the channel finds most and Cable & Wireless, will play an the big names such as Vodafone. This
useful, says Matthew Moore, VP integral role in accelerating Dexterra’s has some potential for the smaller
product marketing. expansion across the EMEA region partners whose customers are asking
On the back of what it claims is as the company looks to take greater about mobile access and particularly
a string of customer successes in the advantage of business partnerships and the ISV community with applications
EMEA region, Dexterra has expanded move towards an indirect sales strategy. that need “mobilising”.
Winning IBM may cut channel support
A CONFIDENT IBM started the year with 11% revenue growth new growth markets organization and management structure
and believes its business model is right. First-quarter profit rose to make the most of this opportunity. This quarter, revenue from
26% from a year ago - it had strong sales in its global services the countries in our growth markets unit was up 11% at constant
division and across all its major geographic areas. IBM earned currency and represented about 17% of IBM’s revenue.”
$2.32bn (€1.49bn) on $24.5bn (€15.76bn) in revenue, compared The analyst’s briefing was notable for no mention at all
with $1.84bn (€1.18bn) on revenue of $22bn (€14.16bn) in the of channels, partners or indirect models- in fact support
same period a year ago. The results were better than expected. may be facing cuts:
Gross margins as a percentage of revenue rose to 41.5% from “With an $85bn (€54.74bn) spend base, we have a
40.2% a year ago. Global services remained IBM’s top revenue lot of opportunity to take out cost and expense and
generator, with total sales of $14.6bn (€9.39bn), up 17% from drive productivity across our business, so we’ve set
the year-ago quarter. New services contract booking in the aggressive targets to reduce spending for our infrastructure
quarter totaled $10.8bn (€6.95bn). Software also proved to be organizations. This includes support functions like HR,
an area of strength for IBM, as the division recorded sales of finance, and legal, and business enablement functions such
$4.8bn (€3.09bn), a 14% increase over last year’s first quarter. as sales support, supply chain support, and administrative
Mark Loughridge - CFO and SVP, speaking with analysts, support. We’re using these savings to fund investments in
said: “e hW ave good results because we can deliver growth markets and sales efforts, as well as contribute to
specific value propositions to our customers. For example, our margin expansion, so it’s a pretty effective equation.”
offerings that save cost and conserve capital have moved
www.IBM.com
up the prioritization list of our clients. Growth also remains
strong in the emerging markets, and we’re focused on
OUR VIEW:
building out the infrastructures in these countries.
No surprises here - IBM’s SMB grew just 3% - and that
mainly in the emerging areas. It would need the channel
“Our growth in Europe was consistent with
to grow here, and while it is doing well elsewhere, it
performance over the last few quarters, reflecting a
doesn’t need partners. In storage, with revenue up 10%
moderate IT spend environment.
year to year, it gained share, though we don’t know how
“Demand in the growth markets is dominated by infrastructure
much of this was indirect. We await the details of IBM’s
build-out projects in telco, banking, and retail. eW formed a
channel after the Cognos acquisition.
JUNE 2008 8020 EUROPA 07
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