BNP Paribas looks to debunk idea that leasing is "black art"
Finance house offers resellers six-month incentive scheme as it looks to become the tech world's primary leasing provider
BNP Paribas Leasing Solutions wants to encourage reseller sales teams to make the most of lease finance by introducing a six-month incentive scheme.
The finance provider works in the UK with manufacturers including SAP, HP, BT and Alcatel-Lucent and claims to have relationships with more than 600 VARs. The incentive scheme, called Ace, allows channel firms to rack up points for sales of finance packages and be entered into prize draws based on the number of deals agreed. Big prizes include a seven-night VIP trip to San Francisco and weekend breaks at the world's leading golf resorts.
Mike Camm, director at the firm's Technology Solutions division, revealed that he wants to make BNP Paribas Leasing Solutions the foremost provider of financing in the UK IT and telecoms market.
"Ace is but one way to enthuse our technology partners to embrace leasing as a means of increasing product placement and helping customers to continue investing in essential technology despite the restrictive lending practices in place by most banks," he added.
Other initiatives designed to drive end users' adoption of leasing include interest-free, deferral, or low-start payment schemes, said Camm, and the company's extranet facilitates instant credit decisions. He explained that BNP Paribas wants to encourage tech sales forces to take advantage of leasing as much as their peers in industries such as office equipment.
"Our research shows that ICT salespeople sometimes view finance as a black art or an obstacle to their sales process whereas in reality, it is the total opposite," explained Camm. "It is a deal winner and if anything, shortens the sales cycle and greatly adds to their value proposition. Our innovative finance promotions and incentives coupled with a very human, personal contact strategy and excellent front office are designed to challenge and overcome these perceptions."