BNP Paribas Leasing Solutions is set to
roll out a six-month incentive scheme to encourage leasing in IT
and telecoms as it bids to lead the market in the UK.

The asset finance division of French bank
BNP Paribas, which works with IT manufacturers such as SAP and HP,
will encourage reseller sales teams to push lease finance with
their incentive scheme ‘Ace’.

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Ace will allow partner firms to accumulate
points for sales of finance packages, and be entered into prize
draws when they reach a certain number of deals. Prizes include a
7-night trip to San Francisco, and weekend breaks in golf resorts
across the globe.

Other initiatives designed to nudge leasing forward include
interest-free, deferral, or low-start payment schemes, and instant
credit decisions.

Mike Camm, director of Technology Solutions
at BNP Paribas UK, said the IT and telecoms market should use
leasing as much as their peers in industries such as office
equipment.

Speaking to technology resale trade journal CRN, he added: “Our
research shows that ICT salespeople sometimes view finance as a
black art or an obstacle to their sales process whereas in reality,
it is the total opposite.”

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“It is a deal winner and if anything,
shortens the sales cycle and greatly adds to their value
proposition. Ace is but one way to help customers continue
investing in essential technology despite the restrictive lending
practices in place by most banks.”

Camm added he wants to make BNP Paribas Leasing Solutions the
leading provider of financing in the UK IT and telecoms market.