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  3. October 2005

IBM BP cutthroat competition/discounts

Does anyone know what IBM's position is regarding situations where one BP does
all of the legwork specing out a new i5 and then another BP takes over the
account (even though it's registered) and gets the business?

I heard that IBM protects the BP that does the legwork.  Certainly its up to the
customer to decide who their BP is going to be but I heard that IBM protects a
BP by offering deeper discounts to the BP that has been in the account and done
the pick and shovel work.

Jerry

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