Re: Hey IBM ... Change the Channel!

[Brian <system.i.lists@xxxxxxxxx>]

Pat,

I remember them all including the original BP program known as MAP.

How much good is it going to do to create these low end systems if IBM
doesn't change the way these systems can be sold?  I want to see IBM open up
the channel on the 515 and 525. Since these systems, especially the 515, are
targeting the low end of the SMB market, they need to be readily
available to small ISVs or any other solution provider who wants to sell a
system. I want to see a minimal sales certification that assures that the BP
is knowledgeable about the product and its capabilities as the only
requirement for authorization to sell these low end systems. Do away
with the value-add requirements, the minimum sales revenue requirements and
the requirements for certified technical staff. I want IBM to impose no more
requirements on selling these systems than Microsoft and Dell do to sell
a Wintel based solution.

I'm not sure what you consider a "full" branch office but here, in the
Upstate, we have a branch office in Greenville but the IBM System i folks I
deal with work out of their homes.

Kind regards,

BJ


On 4/11/07, Pat Barber <mboceanside@xxxxxxxxxxxxxxxx> wrote:
> Ahhhh... you don't recall the "other" BP program ?
>
> MIR's "sold" to BP associates with no quota requirements.
>
> This worked quite well until IBM decided that those folks
> needed a quota to help IBM keep the sales figures up. That
> quota effectively wiped out the entire SMB partner program.
>
> 1998 was the end of marketing to SMBs by partners. That is
> now very apparent. Most of those folks left the Iseries and
> started selling what everybody else sells.
>
> My geographic area doesn't have a BP within 200 miles. I'm not
> even sure where the nearest "full" IBM branch office is in the
> Carolina's.