Deal Process Analysis
Reseller Training
Marketing Support Desk
Sales Centre Rationalisation
Program Dashboard
Lead Process Optimisation
Program Support
Partner Marketing
SMB Program Benchmarking
Managed Services
Lead Process
Partner Advisory Council
Program Evaluation
Program Benchmarking
Market Opportunity Assessment
Program Design
Program Helpdesk
Partner Profiling
Partner Advisory Council
ISV Partner Program
Co-Marketing Process
Fund Management
Channel Recruitment
Sales Out Reporting
Program Redesign
Sales Out Reporting
SMB Program Benchmarking
Partner Program
Training Partner Audits
Distribution Engagement
Alliance Workshops
Partner Profiling
Partner Profiling
Worldwide Program Research
Partner Program
Sales Out Reporting
Ongoing Services
Routes to Market
Distribution Engagement
Marketing Support
Program Benchmarking
Sales Out Reporting
Rebate Process
Partner Marketing
Marketing Support Desk
Deal Registration
Partner Advisory Council
Partner Profiling
Co-Marketing
Sales Centre Rationalisation
Program Benchmarking
Partner Program
Channel Development
Value Proposition Development
Program Redesign
Xerox Rewards
Sales Out Reporting
Partner First Portal
bChannels works with many of the most successful software vendors including Microsoft, SAP, Symantec and VMware worldwide. We understand the specific challenges associated with the distribution model for software, and with partner enablement. We are often consulted by clients to provide guidance on compliance and legal issues associated with channel programs that reward partners for identifying and influencing deals.
Our work at bChannels with Xerox, LG, NetApp, Sony, Samsung, Lenovo and Lexar means that we have experience in most hardware sectors, from print to memory, and storage to notebook. Engagements with these and other clients mean that we add value working in value channels just as much as we do in volume channels, where low cost of contact is key. Many of our hardware clients take advantage of outsourcing ongoing channel process to bChannels to reduce cost and increase efficiency.
Avaya was bChannels' first ever client, and since that time ten years ago we have continued to develop close relationships with networking vendors. Today we work with networking hardware clients, like Cisco and D-Link, but also with service providers like Vodafone. We work with client technologies right up to service provider network infrastrcuture, with the likes of Alcatel-Lucent and Ericsson, where routes to market feature services specialists in vertical markets.
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. We looked at how Alcatel-Lucent had been successful winning contracts to deploy carrier-class solutions in major government infrastructure projects, such as transport. The size and complexity of such projects means they are led by specialist prime contractors. We conducted in-depth interviews with purchasing, IT and project management to map their decision-making process.
Click here for moreThe Autodesk 'Route 66' training program is an industry-leading initiative to train partners to market their services. bChannels delivers training to partners across Europe as part of this program. We provide specialist trainers who work on site in local language using proven training content.
We recently set up a marketing support desk for Autodesk in Europe. Our team of marketing specilialists call out to partners to drive use of the Autodesk partner marketing asset library, based on industry-leading Zift software. We also take inbound enquiries from partners requiring marketing support.
bChannels is developing partner finder (customer to partner = C2P) and partner to partner (P2P) tools for Autodesk. Our innovative approach has created an exceptional solution for Autodesk. We are focusing today on using the tool to develop P2P functionality which will promote partner communities and joint selling as part of the Autodesk channel ecosystem.
bChannels has been involved in a range of projects for major vendors to completely review the organisation of sales centres in Europe. We have done this not only for Avaya, but also for Intel, VMware and Novell. We re-develop the European coverage model and work with our client to ensure that sales resources are appropriately located and skilled. We project manage implementation.
bChannels designed and developed an on line program dashboard tool for Avaya. This tool provides partners and Channel Account Managers visibility of the revenue, certification and customer service information that establishes a partner in the Avaya program. We provided support desk services to enable partners and channel managers to understand how to achieve targets to gain additional rewards at higher program levels.
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. We built consistency into lead qualification and measurement into the lead closure process across the EMEA region. There was specific focus on the deployment of a shark tank approach to lead distribution to partners.
One of bChannels' largest clients is a world-leading chip manufacturer. We provide a very wide range of services for this client focusing particularly on program process and support. Our services are delivered in North America and in Europe. Our office-based team provide ongoing program support, including back-office services to manage portals, partner finders and other critical applications.
Click here for moreWe have recently deployed our own on line tools for this client, combined with back office process support, to manage partner marketing. The project delivers funtionality for partners to claim marketing development funds, as well as the tools to allow partners to download and customise marketing assets. It is a full partner marketing solution leveraging our own partnermarketingt.com software solution.
Click here for morebChannels 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 executives from Cisco, Sage, Sun, Samsung and Sony to discuss the key issues. bChannels assessed the Cisco SMB channel program against the programs of six other major vendors, identifying areas of strength and weakness.
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. We conducted a series of in-depth interviews with service providers of various sizes across Europe to identify their key challenges in creating managed services. We benchmarked the program against those of Cisco's key competitors.
We benchmarked the European lead process for Cisco, looking at industry best practice for time from lead generation to lead closure. This took us deep into Cisco systems and process to understand issues and to recommend fixes. The output from this project was used by Cisco to develop a more effective lead qualification process and was taken to North America as a model for other regions.
bChannels runs partner advisory boards and workshops for a wide range of clients including HP, Symantec and Citrix. We run these in Europe and in North America. Typically these events bring together representatives of ten to fifteen senior channel partners – resellers or distributors – in a quality environment to discuss relevant issues. Our team of facilitators are experienced channel management specialists who are actively involved with major clients to design and run programs. The facilitator will run your partner event on the day, challenging opinions, validating actions and driving closure on timing and ownership.
Click here for moreWe worked with Dell over six months to run a series of channel workshops with key partners in each if the major European geographies. We tested the Dell value propositon against the propositions of a range of competitive vendors. Workshops were attended by ten to fifteen channel partners in each location, and were run in specialist facilities so that Dell executives could observe partners as they discussed programs and vendors. bChannels provided detailed analysis of the output and recommendations for the Dell program.
Click here for morebChannels has recently completed a major European study for Ercisson looking at program best practice in carrier-class switching sold into verticals through indirect channels. This important project has set the agenda for the development of partnerships by Ericsson in various vertical markets and in various European markets. bChannels worked directly with Ericsson's European team based in Stockholm.
Click here for moreWorking closely with the Ericsson market intelligence team in Sweden, we developed a model to help understand the size of the European opportunity for carrier-class switching into vertical markets through indirect channels. Our opportunity model, which was developmed to show how the market is segmented, helped Ericsson to understand how investment in this market should be targeted.
Click here for morebChannels has been involved from the start in the development of the Extreme partner program. Guiding the design of the program we then moved on to program dashboard development and outsourced program management. With many partners across the EMEA region, Extreme wanted to improve their partner engagement. bChannels developed and designed a new Partner program using a proven points-based methodology. By adding objective measures to the program, Extreme has seen a major increase in channel skills and competence in the initial program period. 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.
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. bChannels also manages the evaluation process each quarter for Extreme, that leads to partners being promoted within the program to higher levels based on skills and sales achievement.
Hitachi Data Systems asked bChannels to carry out partner profiling work to identify the best partners to work with to drive adoption of storage solutions in Europe. We worked with data from multiple sources to build a prioritised list of target partners. We then supported Hitachi Data Systems through the outbound calling phase to shortlist and European onboard parners.
Click here for morebChannels runs partner advisory boards and workshops for a wide range of clients including HP, Symantec and Citrix. We run these in Europe and in North America. Typically these events bring together representatives of ten to fifteen senior channel partners – resellers or distributors – in a quality environment to discuss relevant issues. Our team of facilitators are experienced channel management specialists who are actively involved with major clients to design and run programs. The facilitator will run your partner event on the day, challenging opinions, validating actions and driving closure on timing and ownership.
Click here for morebChannels was asked by IBM to evaluate the effectiveness of the IBM ISV program, specifically as it relates to engagement of smaller independent ISVs in Europe and the US. Research was carried out and recommendations agreed. 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 then 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.
During 2011 we have set up a global program to manage Opportunity Registration process for IBM software as a service solutions. Working with the Industry Solutions Group we have put in place a simple but effective partner incentive program to grow revenues and drive partner loyalty. bChannels teamed with IBM to design and build the program in six weeks of joint development. Not only did we define the process and deliver an on line application to manage registrations, but we also delivered a detailed Operations Guide to meet the needs of IBM systems assurance and business controls. The program is now open for partner registrations.
bChannels manages the audit and approval process for funds made available to Lenovo partners for co-marketing. We have lifted significant administrative load from the Lenovo countries and fund the project from increase claim rates from Lenovo OEM partners, like Intel.
We have recently expanded the scope of our relationship with Lenovo to include full fund management. bChannels handles fund disbursement on behalf of Lenovo across Europe, working in multiple currencies and multiple languages.
Located in our European head office in the UK, bChannels has a team of dedicated channel specialists calling out to channel partners to drive the success of Lexar solutions. We work for Lexar in the UK, Germany and in France. The goal is to enroll partners in the Lexar program and to identify opportunities to create sales. We touch a wide range of partner types, including system builders.
Click here for moreAt bChannels we process sales data for a wide range of clients including Sony, LG and Lexar. For these clients we not only cleanse data received from distribution partners, but also chase submission of the data to ensure that reporting is complete. We use our own technology to match data against client product and partner databases and we report weekly.
Click here for morebChannels was engaged by the Worldwide Displays Division of LG based in Korea to carry out an end to end redesign of the channel partner program. This project involved partner interviews and competitive benchmarking in all worldwide regions, incuding Latin America and China. We presented and workshopped our recommedations with the LG Executive team in Korea.
Click here for moreAt bChannels we process sales data for a wide range of clients including Sony, LG and Samsung. For these clients we not only cleanse data received from distribution partners, but also chase submission of the data to ensure that reporting is complete. We use our own technology to match data against client product and partner databases and we report weekly.
Click here for morebChannels 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 formed a key part of McAfee's go to market strategy for small business. We interviewed a range of internal McAfee stakeholders and a selection of channel partners, including those committed to McAfee and those working with other vendors. We benchmarked McAfee's channel program against the offers of five competitive security vendors, providing detailed feedback on the strengths and weaknesses of each program specifically in relation to the SMB market. We recommended focus areas for improving the McAfee program.
Click here for moreWhen the Microsoft partner program was 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. Based on output from these focus groups and feedback from Microsoft stakeholders worldwide, we developed the key themes for the new value propositions. bChannels identified partners who could provide case studies in support of each value proposition.
Click here for moreFor more than seven years bChannels has provided audit services to Microsoft to promote program compliance amongst partners worldwide who provide training services. We carry out audits in throughout Europe, North America and Asia using a specialist team. We provide reporting and analysis at the end of each audit cycle, recommending actions to increase channel effectiveness. We also follow up with traning partners who are not compliant to address issues and arrange re-audit.
Click here for morebChannels is working with the Motorola's newley-formed Enterprise Networking division to optimise routes to market. We have focused in particular on development of Motorola's two-tier distribution engagement model in Europe, looking at the wide portfolio of solutions offered by Motorola through diverse channels.
Click here for moreWe run a proven workshop process designed to build joint alliance go to market strategy. Workshops are facilitated by bChannels channel experts who have worked successfully to develop alliances with NetApp, Symantec, Fujitsu, Siemens and many other global technology vendors. We provide an end to end process that includes pre-calls with the key workshop attendees and follow up after the workshop to drive activity.
Click here for morebChannels worked with NetApp to profile and prioritise potential European service provider and outsourcer targets. Based on our work NetApp has developed a partnering strategy for these partners to ensure that the right resources are targeted to the right partners. We are now running joint planning workshops with target partners to drive engagement.
Click here for moreOracle asked bChannels to carry out partner profiling work to identify the best partners to work with to drive adoption of embedded software. We worked with data from multiple sources to build a prioritised list of target partners. We then supported Oracle through the outbound calling phase to shortlist and European onboard partners.
Using our own proprietary tools we are building a database of target North American ISV partners for Oracle. Our profiling works will allow Oracle to focus investment in partner communications and onboarding. We are currently looking to expand the project into other worldwide regions.
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. One of the leading global manufacturers of connectivity solutions, Panduit had traditionally sold mostly through contractors. There was a need to rework the partner program to appeal to system integrators who lead data centre implementation. We contacted system integrators in UK, Germany, France, Spain, Poland and the UAE. This, combined with information sourced from industry contacts on the competitors' programs, identified the table stakes and potential areas of differentiation for Panduit. The research was then adapted for and repeated in Asia, covering China, India, Australia, Singapore and Japan.
Click here for moreWorking with the Samsung team we developed a multi-tier program to engage resellers. We defined the requirements and benefits at each level and modelled the impact on current and potential channel partners. We supported sell in of the new program inside Samsung and developed external communication content.
We implemented our Sales Out Reporting System. This system cleanses sales data captured weekly from distribution partners and delivers it into the core Partner Relationship Management (PRM) system. This enables use of the PRM system to manage channel relationsips, to compensate channel sales associates and to develop the channel program.
We are now responsible for providing support to Samsung to run the program. bChannels has worked with Samsung to develop the IT reseller program from a 'blank sheet' into the integrated and effective model that exists today. This has been part of the success that has driven sales through the Samsung IT channel to record levels in recent years.
Workng with worldwide SAP executive stakeholders, bChannels developed the go to market model for partner engagement in large enterprise sales. This project included in depth benchmarking of partner reward processes with major software vendors in all the major regions.
Click here for moreSAP asked us to look at various models for distribution engagement in software sales into mid-market. Working directly with distribution partners we built a scalable template for SAP, detailing the processes and procedures required to deliver an effective two tier channel model.
Cisco MSP programWe recently set up a marketing support desk for SAP in Europe. Our team of marketing specialists call out to partners to drive use of the SAP partner marketing asset library, based on industry-leading Averetek software. We also take inbound enquiries from partners requiring marketing support.
Click here for moreSeagate asked bChannels to carry out a detailed study of partner programs in the Network Attached Storage market. We benchmarked the Seagate channel engagement model against a range of vendors in this market and highlighted areas where Seagate could further differentiate its offer to resellers. Our findings were part of a worldwide review of channel strategy.
Click here for moreAt bChannels we process sales data for a wide range of clients including Sony, LG and Samsung. For these clients we not only cleanse data received from distribution partners, but also chase submission of the data to ensure that reporting is complete. We use our own technology to match data against client product and partner databases and we report weekly.
bChannels supports rebate payments for many Sony divisions. We manage the back office process to calculate and to pay rebates to channel partners based on sales performance each quarter. We also run a series of tactical programs to reward specialist partners for sales of focus Sony solutions.
We have recently deployed our own on line tools for Sony, combined with back office process support, to manage partner marketing. The project delivers functionality for partners to claim marketing development funds, as well as the tools to allow partners to download and customise marketing assets. It is a full partner marketing solution leveraging our own partnermarketingt.com software solution.
bChannels runs a highly successful marketing support desk for Symantec in Europe which has now been replicated by bChannels in China and in Singapore. Our team of marketing specialists call out to partners to drive use of the Symanec partner marketing asset library. We also take inbound enquiries from partners requiring marketing support.
bChannels has set up and now runs the European small business deal registration program for Symantec. We provide not only the on line portal tool used by partners, but also the back office administraton resources to validate and approve claims. This program runs in all European regions and is supported by bChannels in language.
bChannels runs partner advisory boards and workshops for a wide range of clients including HP, Citrix and Symantec. Typically these events bring together representatives of ten to fifteen senior channel partners in a quality environment to discuss relevant issues. Our team of facilitators are experienced channel management specialists who are actively involved with major clients to design and run programs.
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. bChannels carried out data analysis to identify target clusters of resellers for profiling based on their potential propensity to buy/buy more from Toshiba. We consolidated internal and market data sources to build a single picture of Toshiba's UK and Ireland reseller universe. We applied our methodology to drive out groups of resellers with matching attributes into target clusters. We then tele-profiling of over 500 resellers within the target clusters to build a knowledge base of information and identify target leads for Toshiba's sales teams. Leads were ranked and prioritised based on their potential value to Toshiba.
Click here for morebChannels completed a major project for VMware worldwide stakeholders to evaluate options for co-marketing process. We then project managed the implmentation of a consistent global solution that included an on line portal and associated back office process.
bChannels has been involved in a range of projects for major vendors to completely review the organisation of sales centres in Europe. We have done this not only for VMware, but also for Intel, Avaya and Novell. We re-develop the European coverage model and work with our client to ensure that sales resources are appropriately located and skilled. We project manage implementation.
Working with our consultants based in North America bChannels continues to provide a range of program benchmarking services for VMware. We are closely involved in development of the VMware hosted services model and in development of successful distribution relationships.
We carried out research worldwide for Vodafone to assess the structure of the data channel and to recommend a robust partner value proposition for Vodafone solutions. We created a channel program to engage the target reseller audience and launched it. Vodafone outsourced various ongoing management tasks to bChannels, including processing of Sales Out Reporting data from distribution.
We continue to work with Vodafone to develop channel value propositions for new mobile solutions. bChannels is involved in ongoing research for Vodafone to assess routes to market, to profile target partners and to build value propositions. Historically Vodafone has been a company focused on consumer markets, so the development of indirect channels has been a significant step receiving much internal focus. The data channel program continues and new solution offers are in constant development.
bChannels reviewed and refreshed the Xerox channel partner proposition for print resellers. We conducted a series of internal interviews with business and program owners to drive out the core strengths and challenges facing Xerox. We used these interviews to formulate the Xerox value proposition in to three key themes. We consulted resellers across a range of markets using in-depth face to face interviews. We tested the value proposition themes with resellers.
bChannels re-designed the channel program engagement model for Xerox office print. We created a revised channel ‘ladder’ structure that provided a clear, accessible path for resellers to grow with Xerox. We provided supporting tools including presentation content and a financial model for resellers to calculate the overall margin available to them by working with Xerox.
bChannels worked with Xerox to develop the groundbreaking 'Xerox Rewards' program that allows resellers to convert rebates into co-marketing funds at a premium. This program was presented as industry best practice at a number of channel conferences and helped to increase Xerox reseller loyalty by rewarding investment in driving sales.
At bChannels we process sales data for a wide range of clients including Zebra, LG and Samsung. For these clients we not only cleanse data received from distribution partners, but also chase submission of the data to ensure that reporting is complete. We use our own technology to match data against client product and partner databases and we report weekly.
Click here for morebChannels developed a highly functional interim Partner Portal for Zebra during the transition to worldwide program infrastructure. This portal allowed Zebra to manage all aspects of partner enrolment and contact data, with direct integration into existing marketing communications systems. It ensured that all communications to partners were correctly and accurately targeted.
Click here for more
North American Office
5655 Silver Creek Valley Road, Suite 235
San Jose, CA 95138 United States
Phone: +1 408 532 7590
European Office
Sandringham House, East Point Business Park, Sandy Lane West, Oxford OX4 6LB
Phone: +44 1844 393 000
Asia Pacific Office
10 Raeburn Park 02-10
Singapore, 088702
Phone: +65 6225 4850
