bChannels provides services focused on four competency areas related to the indirect channel sales lifecycle: go-to-market workshops, channel engagement and research, partner program concierge services, and channel sales enablement. The document describes each competency area and provides examples of services bChannels offers clients, such as running partner advisory councils, benchmarking partner programs, managing partner marketing funds, and training partners on client solutions. The overall objective is to help clients effectively partner with their indirect sales channels.

1. bChannels
Expertise and Experience
FOCUS. PEOPLE. COMPETENCY

2. Four Competency Areas
We organise our services and people around four competency areas.
We organise our services and people around four competency areas.
These competencies broadly follow the lifecycle of an indirect channel.
These competencies broadly follow the lifecycle of an indirect channel.
Competency Focus What We Do Objective
Go to Market • Partner Advisory Councils Effective
Workshops and
• Alliance Go to Market Workshops
Workshops Methodologies • Service Provider Joint Marketing Process Partnerships
Channel • Partner and Channel Research Strategy and
Benchmarking
• Competitive Program Benchmarking
Engagement and Research • Partner Profiling and Channel Mapping Planning
Partner Program • Partner Fund Management Ease of Doing
Program Process
• Deal Registration and Approval
Concierge Excellence • On Demand Applications and Tools Business
Channel Sales • Partner Recruitment and Engagement Partner
Marketing
• Through Partner Marketing Support
Enablement Support Desk • Training and Campaigns Enablement
FOCUS. PEOPLE. COMPETENCY

3. Partner Advisory Councils
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.
We have outlined the services we deliver for Citrix below.
Our clients retain
ownership for as much
– or as little - of the
process as they wish.
Our team of facilitators
are experienced
channel management
specialists who are
actively involved with
major clients to design
and run programs.
FOCUS. PEOPLE. COMPETENCY

4. Channel Engagement
We have a specialist team
who focus on benchmarking Your program versus
and best practice for our the market
clients.
Our goal is not only to
identify best practice in each
area we look at, but also to
provide actionable
recommendations explaining Deep dive on details of
the key programs
how our client should react.
Analysis and
Client Case Study: Cisco
Client Case Study: Cisco recommendations
Assessment of the SMB specialisation.
Assessment of the SMB specialisation.
Partner and customer research.
Partner and customer research.
Analysis and roadmap development.
Analysis and roadmap development.
FOCUS. PEOPLE. COMPETENCY

5. Partner Program Concierge
Our Partner Program Concierge
services make vendors easy to
work with for channel partners,
whilst ensuring that process is
efficient and compliant.
We offer partners a single point
of contact for support through
the full range of vendor
interactions including deal
registration, marketing fund
disbursement and program
helpdesk.
We are platform neutral,
working with the leading PRM
providers and fund
management tools, as well as
offering applications of our own.
FOCUS. PEOPLE. COMPETENCY

6. Partner Program Tools
bChannels manages marketing fund
approval and disbursement for a wide
range of clients, including Lenovo, Sony
and VMware.
We offer our own portal tool to allow
partners to submit claims and monitor
payments, but we also work happily with
our clients’ own systems – like
Saleasforce.com - where this is more
appropriate.
We provide fully compliant audit and
payment process, with a multi-lingual
helpdesk team to deal with partner
enquiries.
For Symantec Margin Builder, partners
register a deal on line using our tool.
bChannels carries out the checks required
to approve a deal and accepts or rejects
the claim. Client Case Study: Sony
Client Case Study: Sony
Sales tracking, partner payments.
Sales tracking, partner payments.
500k in partner payments over 3 years.
500k in partner payments over 3 years.
Process integrated with existing PRM.
Process integrated with existing PRM.
FOCUS. PEOPLE. COMPETENCY

7. Channel Sales Enablement
Our Channel Sales Enablement services help
our clients train their partners to market and
sell solutions to end customers. Many of our
clients are investing in tools and content to
help partners drive demand, but partners are
not taking full advantage.
bChannels makes outbound contact with
targeted partners to train them to use
marketing tools, to help them select
campaigns that best fit, and
enable them to execute effectively.
We build relationships with partners to
drive commitment.
Client Case Study: Symantec
Client Case Study: Symantec
Engagement with opportunity partners.
Engagement with opportunity partners.
More than 10% of partners approached
More than 10% of partners approached
run an activity with measurable ROI.
run an activity with measurable ROI.
FOCUS. PEOPLE. COMPETENCY

8. FOCUS. PEOPLE. COMPETENCY