IBM will treble the rebate available to software resellers that target the SME sector, as part of its streamlined PartnerWorld channel programme.
The computing giant said the move will run in tandem with its initiative to reward consultancy partners that have little or no role in product fulfilment.
Cathy Daum, vice president of partner sales and marketing at Lotus EMEA, commented: 'The SME market is growing at a rate of about 28 per cent - twice that of the enterprise market. SMEs are starting to feel the benefits of doing business over the internet and we want more resellers to look at the opportunities.'
But Daum denied the model would leave traditional box-shifters out in the cold, insisting it would encourage them to concentrate on adding value.
'We need resellers to do more than fulfilment. The partner that influences the customer isn't always the one selling the hardware, so the scheme is designed to reward the partner. PartnerWorld will allow us to help partners focus on value, not volume, because it will allow easy access to IBM's brands,' she said.
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