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IBM looks to the bush for PCD growth

IBM looks to the bush for PCD growth

Building regional strength seems to be the name of the game as IBM’s Personal Computing Division (PCD) launches its partner incentive programs for the coming year.

PCD channels manager, Phil Cameron, has been on board for 18 months and managed to grow the division’s number of registered tier-two channel partners from 90 to 320 within a year through a Know Your IBM program.

“Registration allows resellers to use the IBM business partner logo, which they see as a true value-add,” Cameron said.

This two-pronged approach rewarded resellers for selling its desktop PCs, ThinkPad notebooks and xSeries Intel servers. Resellers also earned credit for going online and completing education modules.

Cameron now wants to further extend the SMB coverage of PCD resellers by focusing on attracting new recruits “from the ’burbs to the bush” with a second annual Know Your IBM program.

“Running the program for a second year shows a consistent approach to the channel,” he said. “The SMB sector is enjoying excellent growth and performance. We will be actively targeting SMB and public sector customers across regional areas.”

As previously reported in ARN, the top 30 distributors and tier-one resellers for 2002 enjoyed an all expenses paid three-night trip to the Hunter Valley.

The prize this time around, which has now been opened up to tier-two (Associate Member Partner) resellers, is a four-day visit to a five star resort on the Hayman Island, just off the north Queensland coast.

The PCD has also announced its most successful partners for 2002 with the top awards going to Tech Pacific, IT Wholesale, BCA IT and Harris Technology.

“The number of partners picking up awards shows the depth of quality in our channels,” Cameron said.

The winners were announced at IBM’s Partner Meet seminars, held at eight locations across Australia and New Zealand during the past few weeks.

The vendor gave away a T40 ThinkPad, worth around $4000, to one winner at each seminar through a lucky business card draw. A further 10 are also being awarded to sales representatives who have sold the notebooks.


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