Channel Mechanics

Partner Levelling

Automate partner levelling/partner tiering and share outcomes via a user-friendly dashboard

Channel Mechanics

By employing a good strategy and the right catalysts, what starts out as a dozen or so partners can quickly scale into an ecosystem of hundreds or even thousands of partners.

Many vendors struggle with intricate calculations needed to evaluate a multitude of performance measures across thousands of partners. Consequently, extensive time is spent on spreadsheets to understand where partners stand in relation to tiers and the corresponding benefits they receive.  This manual process is time-consuming and quickly becomes outdated once finished.

With a growing ecosystem, vendors look to partner levelling or partner tier change management to ensure they meet the evolving needs of both partners and customers.

By utilizing the Channel Mechanics Partner Levelling Module, partners are continuously leveled against the rules of the program and aligned with the correct tier. This means they get the correct associated benefits. At the same time, they can clearly see what they have achieved and what the gap is to reach the next tier up, or indeed if they are at risk of falling back a tier.

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Benefits of Utilizing an Automated Partner Levelling Program

  1. Cost and Time Savings: Automated partner levelling calculates tier changes based on numerous performance criteria. This provides significant time savings compared to manual calculations.
  2. Proactive Management: By performing interim levelling scenarios, you can catch underperforming partners early and coach them back to growth.
  3. Impact Analysis: Easily conduct “what-if” analyses by adjusting criteria like revenue, revenue growth, training, and marketing investments, etc. This streamlined process replaces weeks of complex spreadsheet updates.
  4. Budget Management: Use “what-if” scenarios to identify partners likely to change tiers and allocate rebates and MDF accordingly.
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VP, Partner Programs, Training & Enablement

Lana King

Ease of doing business is at the heart of the Mitel partner program and helping our partners easily understand our program is key to ensuring engagement. To provide an ideal experience for our partners we use the Channel Mechanics Platform to automate our partner levelling program. The Levelling module enables us to configure complex program rules to meet our business needs but at the same time makes it very easy for partners to understand the program offer and which tier they are assigned.

Key Features

Key Features

  • Implement partner levelling based on configurable rules.
  • Rules could include revenue, certification, product specialization, # of deals registered, opportunities closed, customer adoption rates etc.
  • Set frequency rules for updates: monthly, quarterly, annually.
  • Internal dashboard for account managers to clearly show partner status and help them focus on partner growth.
  • Partner dashboard to show partners their current tier status and the gap to reach the next level, or risk of dropping a tier.
  • Automated notifications on tier status change (internally and externally).
  • Allows for override facility for exceptions.
  • Allows for parent – child relationships so performance can be rolled up to the parent.

Utilize Partner Levelling to keep partners informed in real-time how they are performing against the partner tier they have been set at.


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Related Partner Levelling Resources

Successful Channel Partner Leveling Requires Trust and Verification

In almost every channel program roughly 20 percent of the partners participating in that program wind up driving 80 percent of the revenue generated via indirect sales...

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White Paper | Channel Partner Leveling Automation

With a growing number of channel partners, partner leveling can become an arduous task. Is it time to Automate Channel Partner Leveling?

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What Does Partner Success Look Like?

While vendors rarely think about the success criteria for their partnerships when they sign up partners, it's important the channel agree on what partner success looks like in their relationship.

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