bChannled Experience and Expertise
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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.
bChannled Experience and Expertise
- 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