According to Jack Sweeney, from the February 11th article on the Middle Market Executive web site, “A new economic optimism appears to be sweeping the middle market as business leaders raise revenue forecasts and place M&A near the top of their 2014 growth agendas”. This boasts well for the midmarket. As companies grow, they want to leverage business analytics to analyze relevant data so they can see exactly what’s happening now and predict what will happen next in order to outperform their competition.
How can IBM Business Partners take advantage of this trend?
IBM Business Partners looking to grow revenue will find the perfect opportunity to expand their business in the midmarket this year—especially in the high-growth area of business analytics. The numbers speak for themselves:
The midmarket was an $8.3B global market opportunity in 2013 with an estimated $1.9B in growth markets.
Business Analytics midmarket growth was 25 percent higher in 2012 than the previous year; strong double digit growth continued in 2013.
IBM Cognos Express sales rose 50 percent year to year in the first half of 2013, worldwide. This customer community is approaching 3,000 worldwide customers. Ninety eight (98) percent of those transactions were led by Business Partners.
IBM’s portfolio of midmarket business analytics solutions is helping drive the explosive growth in this space. And, IBM business partners who understand this market and its unique needs can profit from their expertise.
See our portfolio of midmarket business analytics solutions at www.ibm.com/business-analytics/midmarket
New incentives for partner-led sales
If you are not already targeting the midmarket, there has never been a better time to get started. Selling into this lucrative space can earn you big incentives in 2014, thanks to the Business Partner Led Model, or BPLM.
The BPLM uses Business Partners as the lead route to market for IBM software for a defined set of prospects in a defined geography. Business Partners that sign up for this offering can earn additional incentives and benefit from a partner-driven sales strategy that offers 1) the ability to earn more where IBM has no or limited Software Group direct coverage 2) incremental to standard software channel incentives and 3) sustainable and profitable software revenue growth.
In 2014, you can EARN MORE, because IBM will reward you more. For example, with the BPLM you can earn:
15% MM/”OI” Incentive
25% Incentive for new/inactive accounts
Between January 1 and launch date of BPLM Enhanced in your geography
8% incentive fee for eligible revenue: ISU 32 midmarket
During this interim period:
– No BPLM plan
– No targets or penalties*
– No OI requirement
– All software Brands
– Coverage territory expanded to country level*
– Paid quarterly
The BPLM structure has also been simplified:
– From region level to country level
– From single brands to all brands
– Automated on-boarding
– No hard targets and penalties
We’ve already started to roll out the program, with worldwide availability by July.
See the country list and learn more about country incentive amounts and availability (PDF, 17KB)
Learn more about the new BPLM incentives for 2014. Visit the Business Partner Led Model site on PartnerWorld.
Learn more about Business Partner Led Model:
Contact your Value Added Distributor or your IBM Sales Representative
Access the BPLM Website on PartnerWorld
Review the FAQs on the website
Have questions? Contact: IBMNIHelp@us.ibm.com
Where to find information for Business Analytics for the Midmarket