A revolt in IBM’s US salesforce has over the company’s move in January to cut commissions on business referred to IBM resellers to 80% from 100% (CI No 1,095) has forced the company into an embarrassing climbdown, reports Computer Systems News – not only are the commissions going back to 100% in most circumstances, but salespeople who did continue to make referrals over the past five months of will get their commissions made up to 100%. Resellers say IBM salespeople did not find it worthwhile working with them at the lower commission rate, and IBM is believed to have unsold AS/400s cluttering its warehouses.
