There was a time when resellers used to make good margins, however, companies are no longer confining themselves to selling off the shelf products. Business solutions are the norm today and resellers need the right combination of skills that will enable them to close the deal.
"As products have become more complex, it has become apparent that the best way business partners were going to be able to thrive was to sell services," says Steve Ayres, Partner Sales Manager at Lotus Development SA. On top of this, it was also found that these same resellers would, despite their degree of involvement in a potential deal sometimes lose out to the company that closed the sale.
In a bid to address these needs and others in the channel Lotus Development and IBM introduced the IBM and Lotus Sales Assistance Programme (ILSAP) late last year.
"We see this new initiative as an opportunity to address these issues and increase the bottom line of all our key business partners and influencers," says Ayres.
According to Ayres, ILSAP ensures that business partners, who have been involved in the influence of a sale, in many ways, be it pre-sales, demo`s, closure or financial justification, among others, will be rewarded. While some resellers may need to invest to ensure their skills offerings are at a level that will allow them to participate in the programme, however, Ayres was quick to point out that this would be offset by both hard and soft financial rewards. Business partners can look forward to up to returns of 15 percent on a partner-led account.
To qualify, resellers must have a minimum of Business Partner Programme advanced level status and product skills in the specific Lotus and IBM brands, and the sales must be under the Passport Advantage program.
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