IBM has one of the broadest and most complex range of product and service offerings in the technology sector. For this reason their Routes To Market are numerous and varied. The management of their RTMs are the responsibility of the Distribution Channels Management (DCM) profession, and we have been working with IBM on the development of the DCM profession over the last 3 years.
 
We have helped to define global processes that enable DCMs whether they are in Asia Pacific, Europe or the Americas. We have developed tools that can be used across hardware, software and services, and we have designed and delivered education ranging from basic induction to the profession, through training sessions on particular tools and techniques, to Leadership Forums for the most experienced members of the profession.
 
The focus of all our work has been on helping DCMs to make an impact on business results, whether that is working with them on choosing the best route for a new offering to a new market, or designing a tool to help them streamline the RTMs in a mature market.