Client Reference Worldwide Program Development

Business Objects asked bChannels to carry out a program of research and consulting to re-design their worldwide channel engagement model. Working for our client in Vancouver, Canada, we facilitated a process of program redefinition and change management.

bChannels services for Business Objects

Initially our brief was to look at all aspects of channel engagement across all the regions and compare with industry best practices . Using a proven 'three legged' methodology of internal and partner interviewing, together with competitive research, we were able to quickly build a picture to take back to the channel leadership team.

Channel Analysis and Profiling

By gathering existing data from multiple sources within BusinessObjects, we were able to provide an analytical view of partner performance across all partner types and sizes and across all the global regions. Using this data allowed us to redefine the partner program engagement model.

Marketing Development Fund (MDF) Delivery

Using the data from the profiling exercise allowed us to define and cost a complete partner marketing funds infrastructure for each region, which has now been implemented across North America and Europe, with planning in place for a roll-out in Asia.

Why this matters to Business Objects

All of this activity took place during the SAP acquisition, where BusinessObjects senior staff had many other priorities. bChannels was able to ensure continued progress and on-time roll-out of improved partner engagement.