IBM offers sales incentives to software resellers

IBM Software Group has announced a new initiative for financially rewarding business partners, including ISVs, system integrators and resellers, based on their role in the sales cycle.

The vendor’s Software Value Incentive (SVI) was designed based on input from business associates across the globe.

The program focuses on rewarding partners for the value they bring across all three stages of the sales cycle – opportunity identification, closing the sale and fulfillment.

As a result, they can receive margins of up to 20 percent of the IBM software sold. Previous IBM SWG business partner incentive programs focused the majority of the incentive on fulfillment activity.

The SVI program allows resellers to retain margin by leveraging the implementation of a new registration system featuring a portal, where partners can register their sales opportunities.

When the sale closes, resellers receive an incentive fee for registered deals which ensures that they will be rewarded for their contribution to the deal closing. This allows partners to protect their profitability and invest in additional people, skills development and products incorporating IBM Middleware.

SVI was launched as a global initiative in April and will now be implemented in ASEAN and Hong Kong, as part of the continued Asian Pacific rollout.

To take advantage of SVI, business associates need to be a member of IBM PartnerWorld at any level. Qualified resellers can register their sales opportunities by accessing SVI through the Global Partner Portal housed within PartnerWorld.