1. bChannels Experience and Expertise
Deal Registration Assessment
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 the world’s largest technology companies, including Cisco, Intel,
IBM, Microsoft and Symantec.
Deal Registration
Most bChannels’ clients run deal registration programs.
These programs reward partners for identification of
incremental business, usually in the form of enhanced up
front discount. Various rules and thresholds are applied to
ensure that focus is on deals that matter to the vendor. On
line systems are used to allow resellers to register deals
and to track deal registration approval.
Challenges and Opportunities
Vendors are looking for ways to increase the effectiveness of deal registration:
 Ensuring that programs are simple, consistent and scalable across regions
 Being clear on ‘new business’ definition, net new or new to Business Unit
 Tiering deal registration benefits to encourage ‘hunting’ of new accounts
 Linking deal registration benefits to level in the vendor Partner Program
 Offering deal registration benefits to resellers managed via distribution
bChannels has recently completed a project for HP in Europe looking at these issues.
HP EMEA Case Study
Our goal with HP ESSN was to take a deep dive on deal registration (Partner for
Growth) rules across each of the main EMEA regions. We looked at consistency in
approach, particularly around treatment of specialized and preferred partners, and
around the definition of new business. We
also carried out benchmarking so that we
could compare HP practices to those of
leading vendors like Cisco, NetApp and IBM.
We facilitated a workshop session with the
regional stakeholders to present our findings,
and to discuss our recommendations. The
end goal being to agree a single approach for
the EMEA region, that rewards partners who
in invest in HP.
For more Information
Check out our website at www.bChannels.com or contact Matt Rowland-Jones on
matt@bchannels.com.