IBM Sets Neutral Commissions on Power, Storage Channel Sales

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http://www.thevarguy.com – For the remainder of this year, IBM will compensate its client and brand teams equally regardless of whether the channel is involved in sales that include Power Systems and/or Storage Systems to midmarket companies, according to an IBM executive. In a letter to midmarket channel partners, Bill Donohue, IBM North America vice president, Business Partner & Midmarket Sales, wrote, “IBM is making a bold change to neutralize IBM commissions on Business Partner transactions.” By treating deals fulfilled by its direct sales teams and channel partners equally, measurements and compensation for (IT news)