IBM Global Financing has expanded its credit offers with a 90-day deferred payment and a 0 percent financing offer for
IBM software purchases—an offer that comes just as overall credit markets may be starting to free up again.
The financing arm of technology giant
IBM says that the 90-day payment deferment is available on eligible software, services and hardware, including
IBM certified pre-owned equipment.
IBM says that the 90 days are followed by a 36-month fair market value or full payout lease, or software/services financing with competitive rates.
“We find people much more receptive to the offer of credit in the last year,” says Jay Holbrook, director of channel financing for
IBM Global Financing, talking about the credit crunch and Wall Street meltdown that began a year ago.
Holbrook points out that the conversations that
IBM channel partners have with their customers have changed during that time.
“The people with whom partners have conversations have changed, too,” he says. “They used to talk about features and functions. But now they are talking to the CFO about ROI and payback. It’s a different conversation with a different person in the organization.”
Holbrook says
IBM Global Financing has created an educational module for partners to help them transition to these new conversations and speak the language of these finance executives at customer companies.
In the long run, adding financing to the deal may help partners increase the number and size of deals, says Holbrook.
“A partner’s odds of winning the deal increased by 36 percent when IGF was engaged in the opportunity,” says Holbrook, citing IGF data over the last 18 to 24 months. “And clients who use financing typically spend 30 percent more over the life of the lease.”
In addition, when financing is part of the deal, channel partners get paid faster.
“IGF settles with partners in five days or less, reducing the days sales are outstanding,” says Holbrook. “The money is deposited in their bank accounts more quickly on a deal that is financed than on a deal with cash.”
IBM Global Financing is also reminding customers in the
United States that they have a few months left to take advantage of
IBM Global Financing’s enhanced IT lending rates and deferrals for hardware made possible by the 2009 Economic Stimulus law.
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