Small Deals Can Mean Big Business for IBM Business Partners
Jacqi Levy 270003E0DF JALEVY@US.IBM.COM | | Tags:  ibm deals midsize ibmpartner ibmsmb partners partner small midmarket middleware business
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Research has shown that almost 25% of the worldwide middleware opportunity is in transactions smaller than $50,000. Over the next five years, this adds up to more than seven billion dollars. That's a sizeable chunk of change, and one that we want to help our business partners take advantage of.
So what does this opportunity tell us about the middleware market? Customers of all sizes are making middleware purchases. If your firm doesn't focus on small deals today, here are some reasons to consider why a volume-based model may benefit you:
Benefits to Your Business
When you service midsize businesses, you have the ability to leverage your investments in smaller scale, repeatable solutions, which helps you gain new customers and new contacts. A focus on smaller scale projects can also provide you with a steadier revenue flow, shorter sales cycles, and even less channel conflict.
Benefits from IBM
If you sell to a midsize customer, you may be eligible for up to twice the incentives. In addition, in many countries, IBM Global Financing is also providing 0% financing to help midsize customers implement your solutions.
In order to help you take advantage of the opportunity in small deals, IBM has identified the software products that have typically sold best to midsize businesses. Also available are the latest sales kits and plays to help you get started selling to midsize businesses. Check them out on PartnerWorld!