Our Client Case Studies
The client case studies below can be selected by using either of these drop down menus -
Vodafone Program Design and Implementation
Since 2005 bChannels has worked extensively with Vodafone to develop routes to market for data solutions, including Blackberry, Data Cards and SIM technology embedded in the latest generation of notebook PC’s. We have been responsible for the design, implementation and management of the data channel program. For more click here...
Vodafone New Service GTM Model
As the communications market moves towards 'Quad-Play' services (Integrated Voice, Data, Video and Mobile), Vodafone needed to discover if its traditional sales model was still appropriate, especially for the SMB market. For more click here ...
Microsoft Value Proposition Development
When the Microsoft partner program was recently re-launched Microsoft asked bChannels to re-build the partner value propositions for partners working in the Information Worker and System Builder competencies. We ran focus groups worldwide to do this. For more click here ...
Microsoft Channel Partner Audits
For more than five years bChannels has provided audit services to Microsoft to promote program compliance amongst Certified Microsoft Learning Partners (CPLS) worldwide. We carry out partner audits in the US, Europe and Asia. For more click here ...
Samsung Program Design and Implementation
Our relationship with the Samsung IT team goes back more than five years and focuses on printers, monitors and notebooks. Starting with an audit of European partner engagement, we worked with Samsung to completely re-launch their channel program. Behind the program we designed and implemented the system and process infrastructure to manage it. For more click here...
Cisco SMB Channel Benchmarking
During 2007/8 bChannels has worked with Cisco to benchmark the Cisco go to market model for SMB solutions in Europe. As part of this project we ran a sponsored Channel Forum bringing together senior channel executives from Cisco, Sage, Sun, Samsung and Sony to discuss the key issues. For more click here...
Cisco Marketing Investment RoI
Cisco asked bChannels to look at ways to measure the RoI on marketing investment, in particular the European Cisco Expo event program. We looked to establish marketing goals for Cisco Expo events and to put in place process to gather relevant measures of success. For more click here ...
Cisco Service Provider Program Research
bChannels helped Cisco identify the key challenges that their Service Provider partners face in delivering Cisco Powered managed services and how the company could better communicate the support that is available. For more click here ...
McAfee Channel Audit
bChannels was asked by McAfee to carry out a channel audit focusing on engagement with SMB security resellers. We applied our proven channel benchmarking methodology and provided detailed feedback within four weeks. Our recommendations form a key part of McAfee's 2008 go to market strategy for small business. For more click here...
Dell Partner Focus Groups
Dell formalised their partner program towards the end of 2007 and involved bChannels in development and testing of the channel value proposition. We ran partner focus groups in each of the key European countries.
Sony Outsourced Channel Sales
Over the past four years bChannels has worked on a range of projects supporting the Sony IT channel program. This includes deployment of an outsourced sales model in Europe focusing on driving sales of storage devices. For more click here ...
Sony EMEA Sales Reporting
Sony has many thousands of resellers, buying from more than 80 distributors of IT products across the EMEA region. bChannels have implemented a robust distributor Sales Reporting solution that delivers fast and accurate sales performance data across the Sony businesses. For more click here ...
Xerox Channel Value Proposition
Our relationship with Xerox goes back more than six years. Our most recent work has focused on development of the value proposition to print resellers in the ‘Select Partner Program’. We applied our proven methodology, consulting stakeholders inside Xerox and in the channel. For more click here ...
VMware Outsourced Co-marketing management
VMware is a market leader in virtualisation. Since mid-2007 we have supported VMware to manage their European co-marketing process, providing an on line application and specialist services to reduce the administrative burden. For more click here ...
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. For more click here ...
3Com MDF Usage Study
Getting partners to use marketing funds is an industry-wide issue. bChannels ran research to help 3Com improve their fund management processes to address this. For more click here ...
Avaya Outsourced Co-marketing Management
A client for more than eight years, Avaya asked bChannels to work with our partner Birch Worldwide to design and implement a sales reporting process and online MDF/Coop tool. This has now been in place for more than four years.
Avaya Channel Program Dashboard Reporting
bChannels designed and developed an on line dashboard tool for Avaya, working with our partner Birch Worldwide. This tool provided partners and Channel Account Managers visibility of the revenue, certification and customer service information that establishes a partner in the Avaya program. For more click here ...
Avaya Incentive Program
The ‘Win with Avaya’ incentive program was designed, implemented and run by bChannels. Leveraging Avaya’s sponsorship of the football World Cup we created an incentive program aimed at creating awareness and driving sales of Avaya solutions through partners in Europe.
Avaya Lead Process Optimisation
Outsource of the lead management process for Avaya over the course of three years. Starting with development of integrated reporting around Avaya’s Siebel system this project evolved into an end-to-end review of the processes, databases and systems involved in customer management (CRM), campaign control (MRM), lead distribution and reporting. For more click here ....
Avaya Alliance Partner Program
This project focused on the development of relationships with large integration and service provider partners in Europe. We applied our proven engagement benchmarking methodology, gathering input from internal Avaya stakeholders, channel partners and reviewing competitive offers.
Avaya Telesales Setup and Management
Taking a telesales and lead management model successfully piloted with Avaya in the US, bChannels managed European implementation. Initially focused on the German market this model is now being rolled out into other EMEA regions. For more click here ...
Alcatel-Lucent SI Relationship Management
A project to assess the role that integration partners have in the sale of very large network solutions in specific vertical industries. bChannels carried out a program of research that included interviews with some of Europe’s leading system integrators and business process outsourcers. For more click here ...
Korean Government Professional Training
Working for the Korean government bChannels delivered services in Europe and Asia. The program was aimed at developing European markets for Korean-based technology companies with strong presence in Asia.
BusinessObjects 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 we facilitated a process of program redefinition and change management. For more click here ...
BusinessObjects ISV/OEM Engagement
A research project focused on the ‘sell with’ and ‘sell through’ relationships that drive adoption of Decision Support software through software development partners. We evaluated the programs of competitive vendors and carried out a program of partner interviewing worldwide. For more click here ...
BusinessObjects Opportunity Registration
As part of a program re-launch, Business Objects looked to incentivize partners by encouraging Opportunity Registration. bChannels re-designed the Opportunity Registration process to ensure a robust working module was delivered within eight weeks to coincide with the program launch. For more click here ...
Toshiba Channel Profiling
Working for the UK marketing team we carried out a database cleansing and partner profiling project for the Toshiba notebook division. This enables Toshiba to focus partner development efforts in areas where there was maximum opportunity to grow sales. For more click here ...
Nortel SMB Channel Development
bChannels carried out a program of research and partner interviewing across Europe to support in the design of the Nortel SMB partner program. We facilitated a round table event with industry analysts on behalf of Nortel to promote the program. For more click here ...
Sun Microsystems Lead Process Optimisation
Over the course of a twenty-week engagement bChannels worked with the team at Sun UK to rebuild the process for qualification, distribution and reporting of leads. We managed the necessary changes to the Oracle and Pivotal applications that drive lead funnel reporting. For more click here ...
IBM ISV Program Development
This European project focused on the development of the program value proposition for ISV partners in Europe and the US. We carried out partner research and ran focus groups at partner events in both regions. Our recommendations formed the basis for subsequent program re-development. For more click here ...
Novell Contact Centre Engagement
On behalf of Novell, bChannels evaluated centres, selected a partner and set up a pan-European lead qualification and management process. The centre selected was based in Belgium. bChannels provided an end-to-end solution from concept to implementation.
RSA/EMC Partner Lead Generation
RSA, now part of EMC, required leads for new partners that could be followed up by the internal Channel Account Management team. bChannels worked with RSA to develop an ‘ideal partner’ profile and used this to call outbound to target companies. We developed a scoring system to evaluate fit. For more click here ...
Zebra Sales Reporting and Partner Program Development
Zebra is a leader in the barcode printing market. bChannels initially implemented a sales reporting solution, then moved on to deployment of channel management systems including the partner portal, a program dashboard and associated Partner Relationship Management (PRM) infrastructure. For more click here ...
Extreme Networks 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. For more click here ...
Panduit SI Channel Program Research
One of the leading global manufacturers of connectivity solutions, Panduit had traditionally sold mostly through contractors. Extensive research with partners across Europe, the Middle East and Asia, together with competitive benchmarking, helped Panduit design a program that would appeal to a new breed of partners. For more click here...
BCS Global Partner Program and Portal
BCS Global offer Virtual Presence and iView video conferencing services. bChannels worked with BCS Global to design a global partner program and an online portal to manage partner activity and enable effective communications with their global reseller community. For more click here ...