Unisys announces progressive new channel marketing programs.BLUE BELL, Pa.--(BUSINESS WIRE)--Aug. 20, 1996--Unisys Corp. Tuesday announced new channel programs and enhancements to existing programs designed to support its channel marketing business partners. With these programs, Unisys demonstrates its commitment to use channel partners to create incremental Additional or increased growth, bulk, quantity, number, or value; enlarged. Incremental cost is additional or increased cost of an item or service apart from its actual cost. sales opportunities, grow revenue and increase market share. The programs include the Lead Pass Program and Co-Op Advertising Program, designed to help partners generate new business; the PartnerDEMO Program and Channel Discounting Program, established to improve business partners' profitability; and toll-free telephone support and the PartnerSUPPORT Desk to provide real- time technical assistance. "The sales incentives Noun 1. sales incentive - remuneration offered to a salesperson for exceeding some predetermined sales goal bonus, incentive - an additional payment (or other remuneration) to employees as a means of increasing output that Unisys provides to its own direct sales force for working with the channel have had an extremely positive effect on my business," said Carl Palmieri, founder and president of Computer Resolutions Inc. in Bridgeport, Conn. "With their quality products and their commitment to working with me as a business partner, I'll be able to achieve my business objectives for the year by the end of August." Lead Pass Program Unisys unveiled new incentives for its direct sales representatives to pass leads from targeted accounts to authorized au·thor·ize tr.v. au·thor·ized, au·thor·iz·ing, au·thor·iz·es 1. To grant authority or power to. 2. To give permission for; sanction: channel partners. Under the details of the Lead Pass Program, Unisys direct sales reps can earn as much as 50% more revenue and commission credit by passing a lead to a channel partner than by pursuing the sale on their own. Sales leads A sales lead is the identity of a person or entity potentially interested in purchasing a product or service, and represents the first stage of a sales process. The lead may have a corporation or business associated with the person(s). involving all of the Unisys product line may be referred to an authorized channel partner. The new program offers the industry's most aggressive sales force incentive and aligns the compensation plan with critical Unisys objectives for 1996, including leveraging channels to grow revenue and market share. Co-Op Advertising Program Unisys has provided an aggressive Co-Op Advertising Program for its partners since 1981. This program has been enhanced to provide more flexibility. Enhancements include: -- Increased Fund Availability Time: Co-Op fund accruals Accruals Accounts on a balance sheet that represent liabilities and non-cash-based assets used in accrual-based accounting. These accounts include, among many others, accounts payable, accounts receivable, goodwill, future tax liability and future interest expense. are increased from 6 months to 12 months, allowing a rolling window of time to plan marketing activities. -- Banking of Accrued Funds: Business partners can set aside currently available funds for future marketing activities within the next 12 months. -- Additional Reimbursable re·im·burse tr.v. re·im·bursed, re·im·burs·ing, re·im·burs·es 1. To repay (money spent); refund. 2. To pay back or compensate (another party) for money spent or losses incurred. Marketing Activities: Additions to the extensive list of eligible program activities include World Wide Web home page development, travel expenses for trade shows and speakers' fees for seminars. -- Streamlined Administrative Procedures: New account statements, one-piece approval/claim forms, increased claim submittal time and a new toll-free number for advertising program support have been instituted. PartnerDEMO Program The new PartnerDEMO Program offers aggressive discounts of up to 50% on Unisys platform technologies to qualified hardware and software development partners. The program is designed to allow partners cost-effective access to the latest Unisys technology. It also seeds the partner community with Unisys technology and assists the Unisys channel marketing sales force in recruiting new partners. The discounts apply to the entire Unisys product line. Channel Discounting Program Unisys has implemented a new reseller An organization that sells hardware and software to the general public. Resellers purchase products from software publishers and hardware manufacturers. discount schedule that applies to all Unisys products, with discounts ranging up to 38% off list price based on volume of business. The Channel Discounting Program allows partners to use their total volume of Unisys revenue when computing the discounts for each product category. Unlike most competitive vendors' programs, the program aggregates volume across multiple Unisys partner relationships (e.g., VAR, ISV (Independent Software Vendor) A person or company that develops software. It implies an organization that specializes in software only and is not part of a computer systems or hardware manufacturer. ) so that a partner can receive the benefits of their aggregate business volume applied to their VAR discounts. Additionally, the discount schedules aggregate sales of all Unisys products sold anywhere in the world. Toll-Free Technical Assistance and PartnerSUPPORT Desk Two programs have been implemented to provide technical support services support services Psychology Non-health care-related ancillary services–eg, transportation, financial aid, support groups, homemaker services, respite services, and other services , 1-800-5-UNISYS and the PartnerSUPPORT Desk. By dialing the toll-free number, partners receive day-to-day pre-sales support. Unisys technicians are available to offer technical consulting, pricing and configuration information for the entire range of Unisys products. Additionally, for larger client/server bids, the Unisys PartnerSUPPORT Desk offers a comprehensive range of technical telephone support services for pre-sales bid and configuration assistance. Skilled Unisys client/server technology architects are available to assist with in-depth strategic planning Strategic planning is an organization's process of defining its strategy, or direction, and making decisions on allocating its resources to pursue this strategy, including its capital and people. , configuration review, competitive analysis, cost/price modeling, proposal management and technical consultation. Program Availability The new programs are immediately available to eligible Unisys channel partners in accordance with their individual contracts. "Unisys is fully committed (Law) committed to prison for trial, in distinction from being detained for examination. See also: Fully to building mutually profitable relationships with channel partners," said Scott Clark Scott Clark (born in 1957) is the sports director for WABC-TV in New York City. Clark joined the affiliate in 1986. Prior to that, Clark traveled all around the world to cover sports. He can be seen anchoring the news on the weeknight 6 and 11 p.m. broadcasts. , Unisys vice president, Value Added Value Added The enhancement a company gives its product or service before offering the product to customers. Notes: This can either increase the products price or value. Partners. "We believe these new lead-generation programs, coupled with programs to increase partner profitability and extend technical support, will help both our partners and Unisys meet sales goals." According to according to prep. 1. As stated or indicated by; on the authority of: according to historians. 2. In keeping with: according to instructions. 3. Greg Quinn Greg Quinn, with the help of several NYS Senators and Assemblypersons, has successfully led the effort to overturn the ban on the commercial cultivation of currants in the U.S. in 2003. , Unisys vice president, Worldwide Distribution, "These programs represent a significant increase in our partner support. Unlike other vendors' programs that entitle partner participation based on sales volume or channel, these programs are available to all -- whether partners buy through distribution or directly from Unisys." The Unisys Channel Marketing Organization Under the new Unisys three business unit restructuring, the Computer Systems Group (CSG CSG - constructive solid geometry ) is the Unisys technology group and is responsible for the relationship with channel partners. The Channel Marketing Organization is a part of the CSG business unit. At present, Unisys sells about 10% of its hardware products through indirect channels. The goal of the CSG business unit is to build its channel business to 50% of its overall revenue by 1998. Unisys -- The Information Management Company Unisys is one of a select group of companies with the portfolio of services, technologies and third party alliances needed to deliver the benefits of information management -- helping clients use their information asset to enhance their competitiveness and responsiveness to customers. Our expertise in information management is founded on the strengths of our three global businesses, consulting, solutions and systems integration; industry-leading technologies; and comprehensive services and products supporting distributed computing environments See DCE. Distributed Computing Environment - (DCE) An architecture consisting of standard programming interfaces, conventions and server functionalities (e.g. naming, distributed file system, remote procedure call) for distributing applications transparently across networks . Access the Unisys home page on the World Wide Web -- http://www.unisys.com -- for further information. -0- Unisys is a registered trademark of Unisys Corp. All other brands and products reference herein are acknowledged to be trademarks or registered trademarks of their respective holders. CONTACT: Unisys Corp. Martin Krempasky, 215/986-4788 Internet: MartinRKrempasky@unn.unisys.com or Rourke & Company Tim Powers Timothy Thomas Powers (born February 29, 1952) is an American science fiction and fantasy author. Powers has won the World Fantasy Award twice for his critically acclaimed novels Last Call and Declare. , 617/267-0042 Internet: TPowers@rourke.com |
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