In an attempt to keep its partner base up-to-date with more timely product information, IBM Canada has launched the Know Your IBM program.
The rewards-based program contains 20 product-focus education modules aimed at the sellers’ inside partner organizations. An additional 10 modules will be available by the end of the year. These Web-based modules only last between 15 to 20 minutes, and just by completing the program the sellers receive 50 points towards purchases at a number of online retailers, including Ebay.
According to Connie Donohue, business unit executive for channel sales at IBM Canada, based in Markham, Ont., every point is equal to 25 cents. Additional points may be attained when a sales person sells an IBM product that has been featured in the Know Your IBM education modules.
“Points on sales depends on what you sold and it varies by product. The rewards are more for higher-end servers, for example, than entry-level servers,” Donohue said.
It is possible that a salesperson would earn upwards of 400 points (or $100) for that server. In a total solution-type sale it could mean that 10 servers are sold, which would increase the reward to $1,000. There is also a new customer bonus of 1,000 points for any net new customer added through the program, Donohue added.
Currently, more than 800 individual salespeople from several solution providers have complete at least one Know Your IBM education module this year. Donohue said those individuals sales increased by 20 to 25 per cent.
The program is available to IBM’s network of business partners including regional system integrators, global system integrators and ISVs. Sales people can sign up at www.ibm.com/parnterworld/knowyouribm. However you will need your company’s principal’s permission, Donohue said.
Some of the modules available are on servers, services, software, financial and tools from the Partnerworld conference. These modules are resources to help sales people to sell more IBM products, Donohue said.
“This is clearly devoted to the seller and it is one of the key differentiators that makes IBM unique. We reward the individual, not the firm. The other thing is we not only reward the education, but the sales activity. It is a tight linkage and enables partners to learn and earn,” Donohue said.
The Know Your IBM program is a worldwide effort that got its start in Canada in IBM’s Personal Computing Division, which is now Lenovo. It was originally called Know Your Options.
