What You Will Learn
Join Channel Mechanics and leading industry experts as we discuss the importance of partner leveling as a strategic approach to managing partnerships and unlocking partner potential. This session will focus on:
Standing Out in the Crowd: Why Partner Leveling is Key for Today's Partner Ecosystem
Beyond Gold, Silver, Bronze: Crafting a Modern Partner Leveling Experience
Program Execution: How Best to Drive Partner Engagement
Designing Your Partner Leveling Program: The Power of "what if" Scenarios
A Data-Driven Approach: Leveraging Data to Track Partner Performance and Optimize Future Program Design
Key Takeaways
Audience Q&A
Partner leveling or tiering is a foundational element in driving a successful channel program. Enabling vendors to differentiate partners on criteria that are a core part of their go-to-market strategy while at the same time making it easy for partners to understand the rules of engagement goes a long way toward unlocking the potential within your partner ecosystem. By categorizing partners based on their performance and engagement, vendors can provide benefits in line with achieving a specific tier or level within the program.
With the advent of new channel program automation platforms, partner leveling no longer involves grueling spreadsheet projects. A platform-based approach transforms the execution of a leveling program from a mundane, error-prone, after-the-face exercise into a real-time visual experience for both partners and vendor users.
Providing partners with a visual representation of your leveling program that ensures it's easy to understand and shows partners their performance is much more motivational, driving them to strive for higher program tiers and reap greater rewards. This approach has the added benefit of providing the vendor's channel teams with a single lens on how all partners are performing, creating a much more sales-oriented organization.
With over 90% of vendors globally using some form of partner leveling to differentiate their partner ecosystem, it's no longer a question of it you should implement it, but how to design a program that unlocks the potential of your partnerships.
Learn From Channel Leaders
Tune into our panelists for a discussion about how they've created winning strategies.
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Natalia Vianden
Sr. Dir Global Partner Programs & Strategic Initiatives
Dave Jordan
Global Partner Programs and Strategy
.png?width=200&height=200&name=Kenneth%20Fox%2c%20Channel%20Mechanics%20(2).png "Kenneth Fox, Channel Mechanics (2)")
Kenneth Fox
Chief Executive Officer
.png?width=200&height=200&name=Margaret%20Adam%2c%20Channel%20Mechanics%20(3).png "Margaret Adam, Channel Mechanics (3)")
Margaret Adam
Head of Product Marketing
Natalia Vianden
Sr. Director, Global Partner Programs & Strategic Initiatives, Extreme Networks
Natalia Vianden is an experienced channel professional with over 20 years of experience in the networking industry. She has a proven track record of devising and implementing strategic channel programs within the networking sector. Most notably, she launched the Global Channel Partner Program for Extreme Networks, integrating channel programs through five acquisitions.
Since joining Extreme in 2000, Natalia has held a variety of channel roles, expanding her knowledge and expertise over the years. She led the relationship with one of the company's strategic alliance partners in EMEA, before subsequently being appointed Channel Director in 2011. In 2012, Natalia began leading the Global partner and distribution programs and is laser-focused on delivering the best outcomes to Extreme's partners and joint customers, earning her the CRN 5-Star Partner Program Award for 8 consecutive years.
She has extensive experience as a leader and presenter and is an integral part of Extreme's Partner Conferences. In her role today, she drives Global Strategic Partner Engagements, such as building Investment & Growth Plans for Strategic Partners, leading and expanding Partner Advisory Council Programs, as well as managing the Global Reseller Program.
Dave Jordan
Global Partner Programs & Strategy, Thales
David Jordan, Global Partner Program and Strategy at Thales Cloud Protection and Licensing Solutions, the worldwide leader in data protection, provides everything an organization needs to protect and manage its data, identities, and intellectual property. Dave brings over 25 years of experience and proven success in the channel, global marketing, product management, and development spanning cloud, security, entertainment & media, communications, and CRM industries.
Kenneth Fox
Chief Executive Officer, Channel Mechanics
Kenneth is CEO of Channel Mechanics, a globally recognized leader of channel program automation software, utilized by some of the world's largest vendors to automate the delivery of their partner programs.
With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology, and sales experience. Previously, he held senior leadership positions at Nortel, Avaya, APC, and IBM. He is recognized as a leader in implementing large-scale channel, technology, and business transformation projects.
Moderated by
Margaret Adam
Head of Product Marketing, Channel Mechanics
Margaret is the Head of Product Marketing at Channel Mechanics. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.
With 25 years of experience spanning vendor, distributor, and partner domains, she comes to us from Salesforce, where she held senior roles in partner and industry marketing. Prior to that, she was an award-winning industry analyst for IDC in Europe, focused on GTM, ecosystem, and partnering strategies.