IBM PartnerWorld for Software Announces Sales Initiative to Leverage Rapidly Growing Small and Medium Business Marketplace

IBM Business Partners Will Gain Access to Expanded Revenue Incentives and Sales Assistance Resources

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SOMERS, N.Y. - 02 Jul 2001: IBM today announced the Top Contributor Initiative for Software Resellers, part of PartnerWorld(a) for Software, to provide additional incentives and resources to IBM Business Partners aggressively serving the small and medium business (SMB) marketplace.

According to IBM research, the opportunity growth rate of the SMB marketplace, at an average of 13 percent, exceeds that of large enterprises. According to studies from Gartner Group and Arthur Andersen, e-business adoption in SMB presents a large untapped opportunity with only 15 percent of the market having yet achieved simple e-commerce, and 5 percent having achieved complex e-commerce.

"IBM recognizes the growing need among small and medium business for e-business solutions and services, and we want to reward our Business Partners who have made the commitment and effort to penetrate this marketplace,'' said Massimo Bonciani, vice president, IBM Software Distribution Channels Management. "In today's fast-paced business environment, it's not easy to change gears, to assume new risk and become educated on new categories of customers. These new initiatives will not only provide the tools and training, but also offer generous new incentives.''

Designed for value-added resellers, the IBM Top Contributor Initiative brings together three IBM Business Partner offerings -- the now you Incentive, Market Growth Fee, and Co-Marketing funds, all designed to help Business Partners actively approach and service this marketplace -- and to reward them for their selling efforts.

The Kalos Group is a Premier IBM Business Partner that specializes in e-business solutions deployed on IBM eServer technology. Paul Carnahan, owner and partner for the Kalos Group states, "We're very excited about the Top Contributor Initiative. This gives us an extra incentive to sell to small and medium businesses -- the fastest growing market segment. And, with simpler and easier administration, we can focus our efforts on serving customers. The new initiative will provide tangible benefits that will help drive the success of our sales efforts into the SMB marketplace.''

Eagle Technology Consultants, LLC., works with IBM software to design, develop and implement innovative solutions that help reduce costs and generate revenue for business clients. According to Chad DeMeyers, sales director, Eagle Technology Consultants, LLC., "We've always recommended IBM and Lotus software because we believe in it. Now, with the new Top Contributor Initiative, Business Partners are rewarded for their commitment to IBM objectives with real dollars. We expect to quickly realize significant benefits from the Top Contributor Initiative which is backed by IBM with real actions, dollars and offerings for the midmarket.''

The offerings in the Top Contributor Initiative include:
now you Incentive
The now you sales incentive recognizes IBM Business Partners and their individual sales representatives who are making an impact on IBM software sales focused on small and medium business clients. Business Partner representatives earn points that can be redeemed for a variety of prizes and trips. IBM Business Partners can check their point status on the web at

Market Growth Fee
The Market Growth Fee rewards IBM Business Partners with cash payments from 6 to 18 percent based on sales targets, for sales to small and medium business clients.

IBM Business Partners will be eligible to earn up to 3 percent co-marketing funding. IBM has designed a Web-based infrastructure that will enable Business Partners to provide clear and consistent messages, utilize all brands and apply for co-marketing funding online. In addition, Business Partners will have easy access to marketing templates for the Start Now Solutions for e-business, designed specifically for the SMB marketplace.

The Top Contributor Initiative is available to value-added resellers -- Business Partners that deliver IBM software through authorized value-added distributors, using IBM's Passport Advantage volume licensing program. IBM requires each participating Business Partner to make an IBM Software revenue commitment for 2001, have an approved IBM marketing plan, and be an Advanced or Premier member of PartnerWorld for Software. IBM has designed an education road show to train and certify eligible Business Partners. These classes will be offered free of charge to the Business Partners in the Top Contributor Initiative.

IBM PartnerWorld for Software
IBM PartnerWorld for Software is a marketing and enablement program designed to create new revenue and marketing opportunities for IBM Business Partners, and provide customers with e-business solutions including products, services, technologies and marketing. IBM Software offers the widest range of applications, middleware and operating systems for all types of computing platforms, allowing customers to take full advantage of the new era of e-business. The fastest way to get more information about IBM PartnerWorld for Software is through the IBM PartnerWorld home page at

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