Reseller News

IBM ramps up sales scheme

IBM’s PC division has expanded its channel incentive programme to allow partners to earn points on higher-level servers.

The Know Your IBM scheme, which awards resellers points for honing their product knowledge and selling kit, used to apply only to xSeries servers, as well as PCs, printers and finance packages. Now in its second year, the programme incorporates pSeries and iSeries servers, and some storage products.

Points that resellers — including distributors — accumulate get turned into prizes, with the big one being a trip to Tasmania.

IBM did not respond to Reseller News’s calls asking why the company has expanded Know Your IBM in New Zealand and Australia. But Tracey Condie, of distributor IT Wholesale in Auckland says the programme is one of the best she has seen. “I think it stacks up really well. The education is what appeals to me. The team can do about eight modules. Last year, all my team did it.”

Channel partner staff can redeem their points for household goods. The sales prize this year is a trip to Strahan, on Tasmania’s west coast.

Know Your IBM ends on December 14.

Meanwhile, the PC division handed out its partner awards for 2003 sales targets at events in Wellington and Auckland on May 11 and May 12 respectively. Tech Pacific won New Zealand distributor of the year, which IT Wholesale won last time, and Gen-i, which was top xSeries reseller in 2002, took the national reseller prize.

Regional resellers of the year were Aiscorp (Wellington) and Computer Brokers (Auckland). Auckland’s Designer Technology was IBM’s eServer partner of the year and Scott Hitchen of Connect NZ in Auckland was top sales rep, northern region.