After its resounding success last year, IBM India Ltd
has launched the second phase of its mega dealer campaign. Consisting of an
attractive dealer incentive program and a partner recruitment drive, this
RS/6000 campaign is targeted to recruit, enable and retain a large number of
resellers. This would also target the resellers who would like to move up the
value chain in selling IT solutions and would like to build selling skills in
RISC/UNIX market space.
"We want to make it easier and even more attractive
for existing and new dealers to work with IBM. Dealers know they have winning
products that offer the best in technology, price and performance for their
customers. This campaign only makes things all the more exciting for the
dealer," said Alok Ohrie, Country Manager (Channels), IBM. "For the
customer, IBM and its business partners have invested substantially to ensure
the highest quality of products and services for managing their
businesses."
The dealer incentive program is open to existing pSeries
dealers, as well as potential dealers or resellers for competitive brands. The
program is the only one of its kind in India that rewards the resellers for
bringing in Unix hardware inquiries.
It operates on a points system where each qualified
inquiry reported to IBM entitles the dealer to a specific number of points. The
inquiry gets registered in the dealer's name and IBM works closely with the
partner to win for RS/6000, thus entitling the reseller to an even higher number
of points. The business partners can redeem these points against cash at the end
of each quarter.
Through this campaign, IBM seeks to assure returns on
investment that the business partners make in IBM business by rewarding them
early in the sales cycle.