Menu
Rewards scheme offers better bonus

Rewards scheme offers better bonus

Rewards scheme offers better bonus

IBM says its new software value incentive programme (SVI) will more comprehensively reward partners for their sales efforts.

New Zealand software channel manager Raymond Skoglund says the new scheme improves on the previous Top Contributor Initiative, which only provided incentives when the sale was closed.

“It’s really around recognising the contribution the partner makes throughout the sales process. In the old programme the priority was on revenue and what was sold.”

Although he wouldn’t disclose percentages, Skoglund says partners get rebates for identifying software sales opportunities, closing sales deals and deploying solutions. Additional percentages are applied for closing deals with small and medium enterprises, which Skoglund says is a big opportunity in New Zealand.

“From a worldwide perspective it’s driving behaviour towards the SMB [small-to-medium business] space. New Zealand is unique in that most customers are in that space.”

SVI, a global initiative, was piloted in New Zealand in the first quarter of the year. Skoglund says four partners (three of whom participated in the Top Contributor Initiative) have signed up for the new incentives here.

All IBM-certified business partners are eligible, and Skoglund expects a couple of dozen more in New Zealand will sign up for the new scheme.


Follow Us

Join the newsletter!

Error: Please check your email address.

Featured

Slideshows

Looking back at the top 15 M&A deals in NZ during 2017

Looking back at the top 15 M&A deals in NZ during 2017

In 2017, merger and acquisitions fever reached new heights in New Zealand, with a host of big name deals dominating the headlines. Reseller News recaps the most important transactions of the Kiwi channel during the past 12 months.

Looking back at the top 15 M&A deals in NZ during 2017
Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP honoured leading partners across the channel at the Partner Awards 2017 in New Zealand, recognising excellence across the entire print and personal systems portfolio.

Meet the top performing HP partners in NZ
Show Comments