Sales Connections, which was last week launched in Europe, is open to ISVs from IBM’s Partner World Industry Networks programme with an Advanced/Premier or above certification.
Once partners have identified a potential sales opportunity, Sales Connections enables ISVs to submit an online form to IBM, including details of the sales opportunity and the prospective customer.
Simon Baker, IBM business development manager for PartnerWorld Industry Networks EMEA, stressed that IBM will not earn commission from Sales Connections.
“ISVs can apply for support from IBM, but we don’t take a percentage of the sale value because it is helping IBM to increase its focus,” he said.
IBM described the global rollout of Sales Connections as a “major step” towards helping take SME market share. IBM experienced a 10 per cent growth in the SME sector during Q3 this year (CRN, 24 October).
Paddy Lawton, managing director of IBM ISV Digital Union, said sales support from the vendor will be a definite boost to partners.
“If potential customers feel they are getting one-to-one IBM attention then the credibility is higher. We would definitely consider using this,” he said.
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