IT Jungle: Changes in IBM Business Partner Rules for Who Owns an Account

Timothy Prickett-Morgan of IT Jungle has an interesting article out this week about the announcements that came out of PartnerWorld in New Orleans last week.

But if you’re an IBM i customer, the really interesting part comes at the bottom of the article in the section labeled Change in Power Systems Channel Rules. Here, Tim discusses some recent changes that can have an effect in how an average IBM i shop buys from the channel, including:

• Dropping some value-add requirements for resellers to have to sell an upgrade into a Power Systems account
• Making it more competitive for multiple business partners to chase opportunities at your shop for sales < $50K
• Changing the rules about who owns an account in your shop for sales > $50K and how and when other partners can chase that opportunity

I’ve always considered the idea of who owns my account for major sales confusing (such as why does anyone have to “own” my account in the first place), and Tim covers the changes that were just implemented in January. Worth looking into if you’re looking to buy some IBM i equipment in the next year, and want to understand what your business partner can and cannot do.

You can read Tim’s article by clicking here.

Disclosure: I am a Contributing Editor for IT Jungle.

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