1. bChannels Experience and Expertise
Channel Engagement Consulting
Who We Are
bChannels is a specialist in the development and optimization of routes to market and
channel engagement process for global technology companies. Our team of consultants
work with channel leaders in the world’s largest technology businesses to develop
effective channel strategy and process. We have people based in North America,
Europe and Asia.
Who We Work With
bChannels works with clients in every technology sector including Telco (with Cisco,
Avaya and Motorola), Hardware (with Samsung, Logitech, HP and Lenovo) and
Software (with IBM, Google, Symantec, VMware, Intuit and SAP). Intel is our largest
client.
Channel Engagement Consulting
Part of our Channel Engagement practice, our channel consulting services meet the
needs of larger clients facing complex channel issues, across regional boundaries. We
have been engaged in the last year to focus on a range of business critical issues for
major vendors:
 For SAP Worldwide: Assess the
distribution model against the
competition by looking at the role and
scope of distribution, the fit with the
overall strategy and program for each
chosen vendor. We delivered insights
on market best practice and made
recommendations to SAP.
 For Cisco EMEA: Benchmark the Cisco
SMB channel program against the
programs of four other major vendors
identifying strengths and weaknesses.
We gathered input by running a
channel forum with Cisco, Sage, Sun,
Samsung and Sony.
 For NetApp EMEA: We worked with
NetApp to profile and prioritise potential European service provider and outsourcer
targets. This has helped NetApp to develop a partnering strategy making sure that
the right resources are targeted to the right partners. We are now running joint
planning workshops with target partners to drive engagement.
The Best Team for the Job
The bChannels team includes consultants who have specialist knowledge of two-tier
distribution models in Europe, North America and Asia, and who have worked with the
world’s leading technology companies.
We will be glad to discuss the particular challenges that you are facing in your market
and to share best practice on a no-commitment basis. Let us know how we can help.
For more Information
Check out our website at www.bChannels.com or contact Matt Rowland-Jones on
matt@bchannels.com.