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January 13, 1988


By CBR Staff Writer

Stung by the lack of headway made by its galaxy of new products for the mid-range, IBM has announced an array of new incentives for third parties to market and support its System 36, System 38, 9370, Series 88 and personal computer products. A new Authorised Agent programme is aimed at serving small and medium-sized companies better. An Industry Remarketer Call Programme gives users combined support from IBM sales reps and IBM remarketers in key vertical applications. IBM also improved terms and conditions for value-added remarketers and value-added dealers, with a simplified contract covering all products sold by the resellers. The company also promises to institute and adhere to less damaging equipment return and price protection practices. The company is also offering its resellers assistance in converting their alien software to IBM machines.

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