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IBM to simplify selling processes for software

IBM to simplify selling processes for software

IBM is working on a new channel programme for its software resellers to make it an easier company to do business with.

The programme is part of a major review of its software distribution business, which has seen it appoint Ingram Micro as a second local distributor alongside Express Data.

It aims to reduce complexity and create an environment where IBM is easier to do business with, says software group manager Phill Patton.

“We are talking to business partners around how we simplify the way they do business with IBM and how we reward them. IBM has to be easy and transparent to do business with.”

Large organisations such as IBM often offer complex reward schemes, says Patton. “We want to simplify it so partners have surety around their profitability working with IBM. Simplifying the model allows them to engage in business plans with us – they want to know they can be profitable selling IBM software.”

The programme will include sales incentives and greater financial benefits, such as better margins, says Patton. “It will include a number of components – margin is one and the others we are working on with [partners] to refine.

“We believe we have software products that a lot of partners in New Zealand will look to [sell] and we will make it attractive for them to come on board through enablement, margins and incentives.”

IBM plans to roll out the new programme in July to coincide with the start of its new relationship with Ingram Micro.

“These changes are about increasing profitability of our distributors and business partners and see greater adoption of the IBM product suite, especially the software range,” says Patton.


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