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bChannelsIBM Referral Fee Case Study

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Overview of the Program

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● 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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The Program Process in Detail

Business Partner identifies a deal

Partner registers opportunity on portal

Partner sells or co-sells with IBM

IBM provides quote and PO is signed

Deal evidence goes to bChannels

Evidence approved by bChannels

Sales Cycle Deal Closure

Service is provisioned by IBM

IBM invoices end user customer

Rebate payment is made to partner

Provisioning

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.

Required Evidence

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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.

Compliance and Reporting

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● 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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