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.