Passing Bigger and Better Leads to IBM Business Partners
Jacqi Levy 270003E0DF JALEVY@US.IBM.COM | | Tags:  gpp globabl_partner_portal business_partners ibm_software business_partner lead_passing ibm
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Last year, IBM passed all leads less than $50K to IBM Business Partners. Based on the incredible success of this initiative, we're now expanding this opportunity by raising the dollar amount to include all leads less than $100K. This change will be effective immediately, and it reflects our commitment to the channel.
In order to make good on this commitment, we will inform your Value-Added Distributors (VADs) about the leads that are passed to you, so that they can provide assistance when needed. Your IBM channel team or VAD will engage with you to help you prepare for the increased lead volume, so if you don't hear from them, please reach out to your local contacts. To further assist in closing these opportunities, we've also made more technical sales resources available, so engage them where needed too.
As part of this commitment, we intend to pass more leads to IBM Business Partners who demonstrate success in closing the leads that we've already passed them, so seizing the opportunity is key. We won't know that you've succeeded unless you report it, though, so make sure you update the status of your passed leads in the Global Partner Portal (GPP).
In return, we're asking for some commitments from you. We expect all IBM Business Partners who receive passed leads to:
To learn more about these changes, listen to the Lead Pass podcast from Mark Register, Vice President IBM Software Business Partners & Midmarket, who provides some short audio highlights on the most important details. Once you click on the link, simply scroll down to the What's New section; you'll find the podcast there.
In addition, in order to ensure that you're receiving as many leads as possible, take a look at my previous post Three Tips on How to Qualify For More Passed Leads from IBM.