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IBM PC division promises to be predictable

IBM PC division promises to be predictable

IBM executives consider the vendor’s reputation for neglecting the PC channel is no longer warranted, following 12 months of channel program reform.

“That label has disappeared,” general manager of IBM’s PCD (Personal Computing Division), Nerida Caesar, said.

IBM claims its Associate Member Program, launched in March 2002, has grown its base of PC reseller partners from 90 to 330 in the space of 12 months. More than 890 reseller sales reps have also registered during the period for the “Know Your IBM” sales and education program.

IBM PCD channels manager, Phil Cameron, said he was happy with the amount of resellers now on board the program. He would now only add to that list when considering partners on their ‘strategic value’ to the vendor.

IBM is the only PC vendor with a both a consistent end-user marketing program and incentive program for its resellers.

Such incentives have included trips to the Hunter Valley for high achieving reseller sales reps, trips for 60 of IBM’s resellers (16 of which were from the PCD division) to IBM’s Partnerworld conference in New Orleans, and “learn and earn” training incentives that will this year include a trip to Hayman Island for top performing tier one and two resellers.

Big Blue plans to continue the Associate Member Program in its current form for at least another 12 months.

“IBM resellers can count on us to be consistent and predictable in 2003,” Caesar said.


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