The document describes IBM's referral fee program that rewards partners for identifying and selling IBM Smarter Commerce SaaS solutions to customers. The program allows partners to claim a 15% rebate on annual contract value by pre-registering deals on an online portal, then submitting documentation for review. Running worldwide, the program has generated a $9 million deal pipeline to date.

1. bChannels
IBM Referral Fee Case Study
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2. Overview of the Program
● A fast, easy and consistent program that rewards partners
for identification and co-sell of customer opportunities.
● Partners can claim a rebate of 15% of annual contract value
for provision of IBM Smarter Commerce SaaS solutions.
● Partner must enroll in the program and pre-register the
deal, then submit documentation to make the claim.
● Claims are entered and managed using bChannels portal
tool, which is integrated into IBM PartnerWorld.
● Claim documentation is reviewed by bChannels team and
payments to partners are rejected or approved.
● Running worldwide, with $9m deal pipeline to date.
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3. The Program Process in Detail
Sales Cycle Deal Closure Provisioning
1 2 3
Business Partner IBM provides quote Service is
identifies a deal and PO is signed provisioned by IBM
Partner registers Deal evidence goes IBM invoices end
opportunity on portal to bChannels user customer
Partner sells or Evidence approved Rebate payment is
co-sells with IBM by bChannels made to partner
Required Evidence
bChannels applies consistent rules to ensure that the partner clearly recommended and
influenced the customer’s decision to purchase. Various documentation is required
from the partner and is audited by the bChannels team to ensure compliance.
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4. Sample On Line Screenshots
The portal tool is tightly
integrated into PartnerWorld.
It allows deals to be
registered and for
documentation to be
uploaded on line. It’s quick
and easy to use.
4

5. Compliance and Reporting
● Processes are flowcharted and
documented in detail by bChannels.
● Email-based workflows escalate
approvals to IBM stakeholders
using value thresholds.
● Standard email templates are
generated to the partner at each
stage in the process.
● Pipeline reporting is provided
to allow bChannels and IBM to
monitor and manage submitted
deals in the system.
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