1. bChannels Eight Step Channel Development Roadmap FOCUS. PEOPLE. COMPETENCY

2. Design Implement Manage Program Communication Partner Recruitment Partner Management Demand Generation 6 7 8 5 Go to Market Model Partner Value Proposition Partner Program Design Infrastructure Build 2 3 4 1 bChannels Eight Step Channel Development Roadmap

3. bChannels Eight Step Channel Development Roadmap Go to Market Model Partner Value Proposition Partner Program Design Infrastructure Build 2 3 4 1 Commitment to Partnering Strategy What solutions to what customers? Role of partner in sale to customer? Clear Statement of Partner Opportunity What is the opportunity for the partner? Details of investment and margin model? Published Partner Program Levels, requirements, benefits? Partner account coverage model? Process to Manage Partner Relationships Performance measures, benefit delivery? Partner Relationship Management? DESIGN TO IMPLEMENTATION

4. bChannels Eight Step Channel Development Roadmap Program Communication Partner Recruitment Partner Management Demand Generation 6 7 8 5 Targeted Partner Communication Partner portal and e-com tools? Partner and employee segmentation? Scalable Engagement Model On-boarding and enablement process? Profiling and wallet share analysis? Joint Sales Development Process Joint planning and measures of success? F2F and Tele account management? Structured Lead Management Lead distribution and follow up? To end customer and through partner? IMPLEMENT TO MANAGE

5. FOCUS. PEOPLE. COMPETENCY