Arguing that VARs will sell the product line better if they've used it, IBM is offering the discount throughout 2006.IBM is pushing its Express Advantage product line into the hands of VARs with a 40 percent discount through Dec. 31, 2006.
Just two days after it launched the Express Advantage line of services and products aimed at the SMB (small and midsize business) market, IBM announced it is offering its VARs a 40 percent discount on those products for their own use.
Announced at IBM's PartnerWorld conference the week of March 13 in Las Vegas, the offer, which expires Dec. 31, is designed to get the product in the hands of the VARs that will be selling it, said Jim Corgel, general manager of SMB for IBM Global Services.
Click here to read more about IBM's channel strategy.
"The best way to sell it is to use it," Corgel said.
"What better way is there to learn to position these products in front of customers than to use it yourself? So many of our partners are small businesses, who would benefit themselves from these products."
Express Advantage delivers six new services, three Tivoli solutions and four workstation and server solutions, all designed and priced for the SMB.
The offering marks the first time IBM has marketed services through partners, as well as Tivoli's entry into the SMB field.
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