Client Reference IBM ISV Program Development

bChannels was asked by IBM to evaluate the effectiveness of the IBM ISV program, specifically as it relates to engagement of smaller independent ISV?s in Europe and the US. Research was carried out and recommendations agreed. bChannels services for IBM

Competitive Research

We carried out an initial phase of research to assess the structure and effectiveness of competitive programs, including Sun, HP and Microsoft. We presented the partner requirements for each program at each level of engagement and also compared the partner benefits on offer. We benchmarked the IBM program against these.

Partner Focus Groups

bChannels organised and facilitated a series of partner workshops to review the research findings. These took place in Europe and in the US. ISV partners were asked to discuss the comparative merits of the various programs and to identify key development areas for the IBM program.

Program Development

Our findings were shared with the key IBM stakeholders and a roadmap agreed for program development. A key focus area became program simplification, particularly for partners engaging with IBM for the first time. Various materials were developed to present the program structure and benefits in a simple but compelling way.

Why this matters to IBM

Over the past years IBM has placed particular emphasis on the growth of the smaller ISV community. Our research and recommendations helped IBM develop a program engagement structure that could attract and retain partners of all sizes in all geographies.