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Acer JumpStarts reseller incentives

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Acer South Africa has reported a sharp increase in sales and customer breadth following the success of its first "Operation JumpStart", a reseller incentive programme aimed at highlighting the company's brand and products in the channel.

More than 800 qualified resellers nationwide signed up to participate in phase one of Operation JumpStart with the goal of collecting tokens that would allow them to compete for a range of prizes including LCD televisions, MP3 players notebooks and a BMW 320i.
The top resellers in each participating region qualified for a trip to visit Gitex (one of the world's largest ICT exhibitions) in Dubai where they were entered into a draw for the latest BMW 320i.
Winner of the BMW, Salahudeen "Salas" Chota, IT operations and sales manager at Computer Project Services, says: "It is nice to be recognised as an important part of Acer's go to market strategy."
Graham Braum, sales manager at Acer SA, adds: "Operation JumpStart 1 was our first 'token-based' incentive programme for the local channel and aimed to reward resellers for linear sales achieved between May and July this year."
He adds that Operation JumpStart 2 is already underway, with more frequent rewards being given to top resellers.
"Acer initiated the programme in line with its recognition that a motivated and successful reseller channel is central to its success in the South African market," Braum says.
The specific aims of the programme included educating resellers about Acer's products and channel offerings, increasing the quality of regional resellers, improving customer breadth, and achieving better penetration into targeted regions.
"We've seen a high-quality calibre of resellers attracted to the Acer brand by the programme," says Braum. "At the same time, we have succeeded in driving interest and excitement about Acer's products among existing business partners as well as attracting new resellers to the Acer brand.
"Many of these resellers have reviewed their product offerings and have decided to include Acer as a bigger part of their business for the rest of 2007 and beyond," he adds. "We are also starting to forge closer relationships with powerful solutions partners as a direct result of Operation JumpStart – making them part of Acer's managed partner focus rather than treating them as distribution resellers."
Braum attributes much of the success of the programme to the fact that it was run as a partnership between Acer and its distribution partners, Axiz and Tarsus Technologies.
Acer worked with both distributors to create multiple joint incentive programmes focusing on selected products, selected reseller groups and market segments, channeling technical and sales training through them.