IBM has announced a major new initiative to demonstrate commitment to the channel. The IBM Business Partner Charter states that IBM will use business partners as its primary route to market and it wants to help resellers and integrators increase their revenue and engender a more seamless partnership with the company.
Launched at a worldwide reseller conference in San Diego, the charter enshrines practices already in use by vendors, including compensation to IBM direct sales staff on indirect sales, improved demand and lead generation passed back to the channel for fulfilment; and a formalised plan for providing complete solutions to customers.
Senior VP Ned Lautenbach said:
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