bChannels White Papers

Members of our bChannels group on LinkedIn regularly receive bChannels white papers presenting recent industry best practice.

You can download past White Papers here - just by clicking on the title.

Joint Partner Planning

Alistair Aitchison discusses the techniques used by leading vendors to increase their partner sales pipeline and close more deals.

Channel Confidence - Spring 2009

A survey undertaken by bChannels in partnership with US channel specialist Crimson Consulting. It looks at how channel partners expect vendors to support them in the current economic climate, comparing responses in the US versus responses in Europe.

Partner Locator Best Practice

Phil Gowing is Operations Director at bChannels and has worked on the redevelopment of partner locators for a wide range of vendors. In this article he reviews best practice and highlights key trends in this area.

Accounting for Partner Co-Marketing Funds

bChannels consultant Chris Bard discusses the accounting complexities associated with the payment of co-marketing funds to partners.

Eight Step Channel Roadmap

bChannels consultant Chris Marshall explains the eight key steps in the evolution of an indirect channel model.

The Evolution of Software Channels

Craig Manning works with Hyperion, the global leader in Business Performance Management software. Hyperion has customers in more than 90 countries and a network of more than 600 partners.

Effective Integrated Channel Marketing

EMEA Branding Director Simon Clarke assesses the use of the FIFA World Cup to drive integrated marketing at Avaya.

Creating a Market for Challenger Brands

Channel VP Dave Smith, recently with Swyx, looks at how companies can be successful in a crowded market by establishing leadership in a niche.

Selling to and through Alliance Partners

Charlotte Selby, who has managed alliance relationships with Sun and Oracle, discusses how marketing to and through alliances compares to marketing to and through volume channels.

Solving the Channel Maze

European channel consultant Francis Tchertoff looks at building indirect routes to market starting from the customer.