IBM will hand resellers 5,000 of its biggest direct accounts worldwide in two weeks? time, as part of its Seminar in a Box campaign to win more Microsoft Windows NT-based deals.
IBM has offered to pay up to 50 per cent of the costs Vars incur to sell IBM?s NT-based solutions. As part of its initiative to win corporate NT-based business, IBM will provide leads, logistical assistance, direct mailing, videos, scripts and information to resellers. The Seminar in a Box idea (VNU Newswire, 13 August) is also designed to promote NT installations of Lotus Notes and Domino electronic business software.
According to Jocelyne Attal, vice president of NT marketing at IBM, the company has admitted NT has won the operating system war and IBM clearly needs its resellers to help it capitalise on the NT opportunity that all hardware vendors are chasing. Attal said: ?We are starting with the top 5,000 enterprise customers of IBM and we will do it later for small businesses. We are investing $500 million a year in partners.?
Donn Watts, strategic development executive at giant US reseller and distributor Microage, said: ?Any time a vendor comes and says it will pay for half the costs we are interested.? Both Microage?s Var arm and reseller customers will participate in the scheme.
Attal said resellers who want to join the programme will not be charged any initial costs but must fulfil certain criteria. They must present an NT business plan, undergo IBM training and make undisclosed business and sales commitments.
Ian Wallis, data and development architecture manager at Bristol & West, said his company chose IBM hardware for NT because of the vendor?s history, scalability and as a strategic solution that will grow to cater for the building society?s needs in the next 10 years.
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