IBM extends partner scheme

SME channel set to benefit

In an attempt to get closer to its small to medium sized enterprise (SME) channel, IBM has extended its partner scheme to include its Personal Computing Division (PCD).

In March, Big Blue admitted to vnunet.com's sister publication Computer Reseller News that it was not achieving its full potential in the SME space. The vendor has sought to rectify this by combining its channel programmes.

The move will see the support components of IBM's PartnerWorld reseller programme, such as marketing funds and training, being made available to channel partners selling IBM ThinkPads, NetVista PC products and xSeries Intel-based servers.

Karen Williams, marketing manager for the northern region at PCD, said: "This is a great move in terms of working with the channel. Our primary route to market in the SME space is the channel, and it is crucial to us that it is successful."

PCD partners can choose from three levels of accreditation: Member, Advanced and Premier.

Benefits available to higher-level partners include priority access to leads, sales incentive rebates and a pairing scheme which allows partners to make use of other partners' skills to help provide customers with a complete solution.

"Although partners are initially being told which level they qualify for, we will encourage them to move up as quickly as possible," Williams said.

Francis Toye, managing director of IBM reseller Unilink, was pleased with the move. "This means one way of working with IBM and brings everything together under the same mechanism," he said.

He added that IBM had a huge range of products while Unilink had a small staff, so it could not cover the whole range.

"But under the scheme we can partner with people that can help us cover other areas," he explained. "This enables us to build a good working relationship with IBM and knock spots off Dell."