IBM’s marketing problems with its mid-range products are now so acute that its US value-added resellers, who are used to having to come and go via the tradesmens’ entrance, are suddenly finding IBM inviting them into its front parlour – and to entertain their customers there. There is little doubt that small users will be decidedly impressed by their local computer distributor if he is seen to have the key to IBM’s executive washroom, and the company has announced a range of new facilities for its resellers that amount to just that. IBM has announced a programme of major new concessions for resellers, most notably the right to demonstrate their products at IBM customer centres. They will also be permitted to entertain their clients and make their pitches in IBM executive product briefing centres, and IBM will send its people along to show the flag at their user seminars, and let them to participate at its own.
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