IBM gives partners new sales incentives

IBM launches Software Value Incentive programme to encourage resellers to identify sales opportunities

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By  Andrew Seymour Published  March 31, 2008

IBM is rolling out its Software Value Incentive (SVI) programme to partners operating in what it describes as ‘next generation economies' such as Egypt and the UAE. The initiative is believed to be one of the first by a vendor to financially reward resellers that identify and develop sales opportunities, but don't always manage product fulfilment.

According to IBM, the aim of the programme is to recognise partners that invest time in identifying opportunities early on in the sales cycle and help drive them through to completion.

The incentives for resellers involved at the initial identification and selling stages of the transaction process are ‘significantly' increased, regardless of whether they are involved with fulfilment activity.

In real terms, the SVI programme should allow channel partners to use their expertise to close deals and retain a high profit margin, while also ensuring that their investment of money and resources in the deal is protected.

"As part of its own growth strategy, especially in emerging economies, IBM is helping business partners boost the margin they see from the sales of IBM middleware," stated Jim Corgel, general manager, ISV and developer relations at IBM.

"With programmes such as SVI, IBM is leapfrogging the competition by offering the most comprehensive incentive programmes to the widest range of partners, including ISVs, system integrators and resellers - and including those in emerging economies who are leading with IBM's middleware portfolio of offerings," said Corgel.

The SVI programme also offers incremental incentives for partners that sell solutions into the SMB customer segment, which IBM regards as a key growth area. The US-based technology giant intends to augment the initiative - which has already piloted in several developed markets - by offering enhanced co-marketing support to help equip companies to respond to local demand.

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