Channel Mechanics

Webinar | Partner Levelling – Winning Partner Mindshare through Differentiation

Channel Mechanics

With a good channel strategy and just the right catalysts, what starts out as a dozen or so channel partners can quickly blossom into a channel ecosystem with hundreds and even thousands of partners. But while every partner is important, not all partners are created equal (remember the 80/20 rule?). And with partner programs becoming more sophisticated, as the channel ecosystem becomes more complex, how do vendors ensure they are using their finite resources to maximize partner engagement and win partner mindshare?

That is the topic for discussion at our next webinar: “Partner Levelling – Winning Partner Mindshare through Differentiation”. Channel Mechanics VP and General Manager Americas, JD Helms, will be joined by special guests Lana King, Vice President, Partner Programs, Training and Enablement at Mitel, Rachel Tuller, Head of Global Channels & Alliances at Cloudera and Kenneth Fox, CEO at Channel Mechanics


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With Over 90% of vendors globally using some form of partner levelling to differentiate their partner ecosystem, it has never been more important to make it easy for partners to understand where they fit in your program and what the program offers to them, in order to win partner mindshare. A well implemented partner levelling program will create competitive advantage for vendors.

With the advent of new channel automation platforms, partner levelling has morphed from the caterpillar it was, into the butterfly it now is. It no longer involves gruelling spreadsheet updates. But rather it’s now a visual tool to make it easier for partners to see how they are performing. In addition to being an incentive to reach higher levels in your program to achieve greater rewards.


The panel will be discussing:

  • Why a partner levelling program is critical in today’s channel eco-system
  • What are the key program requirements for a modern partner levelling program
  • How best to support partner engagement
  • Executing Partner Levelling in today’s complex channel ecosystem
  • Program Modelling and the importance of “what if” scenarios for Partner Levelling
  • Key takeaways
  • Audience Q&A


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Panel Speakers | Partner Levelling – Winning Partner Mindshare through Differentiation


Lana King, Vice President, Partner Programs, Training and Enablement at Mitel

Lana King is a results-oriented strategic leader with over 20 years’ experience in the high-tech industry. Her passion is to cultivate positive working relationships and positively lead teams to success. Throughout her career, she has developed strategies and programs to recruit, retain, enable and develop partners through effective collaboration with sales, product management, marketing and finance. Lana is currently VP of Partner Programs, Training, and Enablement at Mitel where she develops programs, supports partners, and works on enablement and engagement activities. Prior to this, she was Director, NA DCG Partner Programs at Lenovo. She is also a certified Cardio kickboxing instructor and fitness enthusiast.


Rachel Tuller, Head of Global Channels & Alliances at Cloudera

Rachel Tuller is a global Channel leader with a strong reputation for driving revenue-generating alliance and channel partnerships. With an early career start as a technical trainer, she transitioned into ops, strategy and sales where she established a solid foundation for channel leadership. Rachel’s experience includes start-ups, scale-ups and vendor organizations where she adopted a “build and grow” approach to channel sales programs, having built and scaled training & certification enablement models, next-generation partner programs and enablement offerings. Her passion for connecting others and creating new go-to-market opportunities that benefit all inspires and energizes her. At Cloudera, Rachel oversees the global Cloudera Partner Network program and all strategic IHV, ISV and OEM relationships. Tuller has spent much of her career mentoring and lifting other women to personal and career success.


Kenneth Fox, CEO at Channel Mechanics

Kenneth is CEO of Channel Mechanics,  a globally recognized leader of channel program automation software. Software some of the world’s largest vendors are now utilizing to automate the delivery of their partner programs. Certainly, 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 has 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.


JD Helms, VP and General Manager Americas at Channel Mechanics

JD Helms is an accomplished and resourceful leader with significant experience in the Technology and Software-as-a-Service industries. He has built channel focused startups and taken them to successful exit. JD has established and led successful partnerships with companies of all sizes from global fortune 500 enterprises to small and emerging businesses. As an entrepreneur at heart, JD knows removing friction and creating meaningful mutually beneficial relationships drives successful business outcomes.


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