IBM Global Financing Offers Credit DealsBy Jessica Davis | Posted 2009-10-19 Email Print
IBM Global Financing is offering two new credit deals to qualified channel partners and end customers -- a 90-day deferred payment and a 0 percent financing offer for IBM software purchases.
The financing arm of technology giant
"We find people much more receptive to the offer of credit in the last year," says Jay Holbrook, director of channel financing for
Holbrook points out that the conversations that
"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."
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."