RE: IBM BP cutthroat competition/discounts

 
I know a shop that used a regional BP to spec out new tape drives.  When all
the planning work was done they ended up buying them from a national
magazine to save a few bucks.  Then the customer had the nerve to ask the BP
to do the install.

Don't think IBM was ever involved.

--
Doug Hart
 
 

-----Original Message-----
From: midrange-l-bounces@xxxxxxxxxxxx
[mailto:midrange-l-bounces@xxxxxxxxxxxx] On Behalf Of Jerry Draper
Sent: Monday, October 17, 2005 4:57 PM
To: midrange-l@xxxxxxxxxxxx
Subject: 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