Client Reference Partner Program Development

Extreme builds and installs sophisticated Ethernet switching solutions. bChannels has been involved from the start in the development of the Extreme partner program. Guiding the design of the program we have now moved on to program dashboard development and outsourced program management.

bChannels services for Extreme

With many partners across the whole EMEA region, Extreme wanted to improve their partner engagement. bChannels developed and designed a new Partner program using a proven points-based methodology. Having designed and implemented the new program, bChannels is now providing front-line program support through a helpdesk facility used by both partners and Extreme staff.

Points-based Partner Program

bChannels has a proven methodology for analysing existing channel performance, which allows us to recommend an optimum structure for a points-based program. By designing around current partner behaviours, it allowed Extreme to make a smooth transition from the old Partner Program, ensuring maximum channel acceptance.

By adding objective measures to the program, Extreme has seen a major increase in channel skills and competence in the initial program period.

Program Tools

bChannels developed a series of program tools for Extreme including a 'points calculator' and 'dashboard', that allows an easy understanding of the program, both at a partner and management level.

Outsourced Helpdesk

With the complexities of a partner program, Extreme have been able to use bChannels specific expertise to support both channel partners and Extreme field staff through a central helpdesk facility run by bChannels. This allows any program issues to be dealt with without impacting day-to-day business operations within Extreme.

Why this matters to Extreme

Extreme wanted to drive more skills and quality in its channel. bChannels implemented a program and support infrastructure that drove a major uplift in training and investment by Extreme's channel partners, which in turn is driving real added-value into their customers.