IBM launches software programme
Big Blue claims resellers will be rewarded for their role in the entire sales cycle
James Sherwood
IBM is launching a software partner programme incorporating an incentive approach designed to financially reward partners based on their role in the sales cycle.
Big Blue said the Software Value Incentive (SVI) programme is based upon the input of hundreds of partners. The firm claimed that it offers greater earnings potential than previous programmes because it rewards partners for the value each brings across all three stages of the sales cycle: opportunity identification, closing the sale and fulfilment of the software to customers.
Neil Isford, worldwide vice president of business partner sales for IBM software, said: "As part of our own growth strategy, IBM wants to help our partners boost the margin they see from their sales of IBM middleware. IBM understands that we will not be successful unless our business partners also enjoy a significant degree of growth and profitability."
The vendor also claimed that SVI will enable partners to retain more margin by implementing an opportunity registration system allowing each to receive a preferred incentive fee for registered deals upon sale closure.
Partners could also receive up to 40 per cent of the revenue of IBM software sold.
The SVI programme will initially be launched in the UK, North America, Canada and Australia next month and will be expanded each quarter until it covers the globe. However, partners must first be an IBM PartnerWorld member and fulfil specific technical and professional certifications before they are able to join.