FOCUS. PEOPLE. COMPETENCY

bChannelsExpertise and Experience

FOCUS. PEOPLE. COMPETENCY

Four Competency Areas

Competency Focus What We Do Objective

Go to Market Workshops

Workshops and Methodologies

• Partner Advisory Councils• Alliance Go to Market Workshops• Service Provider Joint Marketing Process

Effective Partnerships

ChannelEngagement

Benchmarking and Research

• Partner and Channel Research• Competitive Program Benchmarking• Partner Profiling and Channel Mapping

Strategy and Planning

Partner ProgramConcierge

Program ProcessExcellence

• Partner Fund Management• Deal Registration and Approval• On Demand Applications and Tools

Ease of Doing Business

Channel Sales Enablement

Marketing Support Desk

• Partner Recruitment and Engagement• Through Partner Marketing Support• Training and Campaigns

PartnerEnablement

We organise our services and people around four competency areas.These competencies broadly follow the lifecycle of an indirect channel.We organise our services and people around four competency areas.

These competencies broadly follow the lifecycle of an indirect channel.

FOCUS. PEOPLE. COMPETENCY

Partner Advisory Councils

bChannels runs partner advisory boards and workshops for a wide range of clients including HP, Symantec and Citrix. We run these in Europe and in North America. Typically these events bring together representatives of ten to fifteen senior channel partners – resellers or distributors – in a quality environment to discuss relevant issues. We have outlined the services we deliver for Citrix below.

Our clients retain ownership for as much – or as little - of the process as they wish. Our team of facilitators are experienced channel management specialists who are actively involved with major clients to design and run programs.

FOCUS. PEOPLE. COMPETENCY

Channel Engagement

Client Case Study: CiscoAssessment of the SMB specialisation.

Partner and customer research.Analysis and roadmap development.

Client Case Study: CiscoAssessment of the SMB specialisation.

Partner and customer research.Analysis and roadmap development.

Your program versus the market

Deep dive on details of the key programs

Analysis and recommendations

We have a specialist team who focus on benchmarking and best practice for our clients.

Our goal is not only to identify best practice in each area we look at, but also to provide actionable recommendations explaining how our client should react.

FOCUS. PEOPLE. COMPETENCY

Partner Program Concierge

Our Partner Program Concierge services make vendors easy to work with for channel partners, whilst ensuring that process is efficient and compliant.

We offer partners a single point of contact for support through the full range of vendor interactions including deal registration, marketing fund disbursement and program helpdesk.

We are platform neutral, working with the leading PRM providers and fund management tools, as well as offering applications of our own.

FOCUS. PEOPLE. COMPETENCY

Partner Program Tools

Client Case Study: SonySales tracking, partner payments.

500k in partner payments over 3 years.Process integrated with existing PRM.

Client Case Study: SonySales tracking, partner payments.

500k in partner payments over 3 years.Process integrated with existing PRM.

bChannels manages marketing fund approval and disbursement for a wide range of clients, including Lenovo, Sony and VMware. We offer our own portal tool to allow partners to submit claims and monitor payments, but we also work happily with our clients’ own systems – like Saleasforce.com - where this is more appropriate. We provide fully compliant audit and payment process, with a multi-lingual helpdesk team to deal with partner enquiries.

For Symantec Margin Builder, partners register a deal on line using our tool. bChannels carries out the checks required to approve a deal and accepts or rejects the claim.

FOCUS. PEOPLE. COMPETENCY

Channel Sales Enablement

Our Channel Sales Enablement services help our clients train their partners to market and sell solutions to end customers. Many of our clients are investing in tools and content to help partners drive demand, but partners are not taking full advantage.

bChannels makes outbound contact with targeted partners to train them to use marketing tools, to help them select campaigns that best fit, and enable them to execute effectively. We build relationships with partners to drive commitment.

Client Case Study: SymantecEngagement with opportunity partners.More than 10% of partners approached run an activity with measurable ROI.

Client Case Study: SymantecEngagement with opportunity partners.More than 10% of partners approached run an activity with measurable ROI.

FOCUS. PEOPLE. COMPETENCY