Rethinking Partner Tiers | Channel Chewsday

We unpack how to design partner tiers that reward real capability, align MDF with specialisations, and give partners a transparent ladder to grow. Clear criteria, meaningful benefits, and ongoing iteration turn tiers from labels into a strategy tool.

• When tiers are useful and when to skip them
• Examples of three to four level models across vendors
• Shift from volume-only to balanced scorecards
• Criteria that mix revenue, growth and capabilities
• Benefits that ladder meaningfully at each step
• Linking MDF to tiers and specialisations
• A practical playbook to design or refresh tiers
• How to iterate using data and partner feedback

If you've recently overhauled your tier model or decided to ditch tiers entirely, I'd love to hear what you learned and what surprised you

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