IBM ESA Sales Credit Explained

March 21, 2019 Message to IBM employees from Carola Cazenave Rose Nunez
VP IBM Global Business Partner Ecosystem Strategy & Programs Director WW Next Gen Ecosystem:

“There is a market trend toward clients buying integrated solutions and services rather than stand-alone offerings to streamline design, development, integration, and IT support costs in order to accelerate time to market and gain efficiencies. This provides a tremendous opportunity for IBM to sell our offerings to technology partners seeking to create their brand integrated solutions and services.

The ESA Landing Client Credit Program motivates our technology partners and our IBM sellers to drive demand for IBM offerings – unlocking opportunities with new and existing IBM clients. The program is designed to encourage sales team collaboration, prevent channel conflict and align IBM sellers around the growth opportunities offered by ESA technology partners.”

IBM sellers will receive commission credit for Transactional Software, XaaS subscription, Storage & Server revenue that is generated under the following scenarios: 

ESA – partners sell their integrated solutions to their end client – available in all countries.


Transactional Software deals are eligible


XaaS Subscriptions (ACV@P) are eligible – for all with ACV@P elements in their CRev sales plans


NOTE: the clip level for XaaS ACV@P has reduced from $50K to $20K USD to be eligible


Systems HW deals are eligible 

Please review the program details on the Landing Client Credit program which can also be accessed via the Incentives Workplace (Sellers or Managers tab)

“I encourage you to announce this program on your team calls and the blogs you use to communicate with your field sales teams. If you have any questions, please reach out to Bronwyn Eldridge ( or Ellen Culliton ( for more information.” 

Thank you,

Carola Cazenave Rose Nunez 

VP IBM Global Business Partner Ecosystem Strategy & Programs Director

WW Next Gen Ecosystem

Contact Miria

Miria has a dedicated Channel Sales rep to support IBM. 

Please direct any inquiries and leads to:

Scott Azzolina, VP Channel Sales
Miria Systems
484-446-3341 office
267-393-2171 mobile