Client Reference 3Com Program Design and Implementation

Based on a relationship going back nearly four years, 3Com asked bChannels to support in the redesign and re-launch of the partner program. Together we developed a simple but effective points-based program that features technology specialisms.

bChannels Services for 3Com

The 3Com Focus partner program had been in existence for some years, but needed to to be refreshed and focussed on driving added-value behaviour in the reseller channel. Working initially with the EMEA team and subsequently globally, bChannels helped 3Com re-design and relaunch the Focus Partner program.

Channel Analysis and Profiling

Using our proven analysis methodology, we used 3Com's historic sales data to design a new points-based program that ensured an easy transition for existing partners. We used the model to integrate product specialisations into the program, driving partners to focus on key 3Com vertical and horizontal markets.

Program Helpdesk

Having launched in EMEA, bChannels continued to support 3Com and their partners with a highly skilled program helpdesk, using our specialists to provide telephone and online support both for partners and 3Com staff on all aspects of the Focus Partner Program.

Why this matters to 3Com

With a very broad channel, ensuring good programmatic engagement across all partners is key to 3Com driving growth in the market.

By re-designing the Focus Partner program to meet the needs of partners, whilst simultaneously driving vertical market specialisms, bChannels helped 3Com drive real added value in an increasingly commoditised market.