Webinar | Guiding Principles for a Successful MDF Program

Guiding Principles for a Successful MDF Program - Channel Mechanics

Brenda O'Sullivan, Head of Marketing, Channel Mechanics  |  

calednar Channel Mechanics29th Apr 2021

Guiding Principles for a Successful MDF Program

Views: 2423

How successful is your MDF Program? Although a more paramount question might be if you are familiar with which activities result in the highest ROI? Either way, if you are looking to take your MDF program to the next level, join Channel Mechanics CEO Kenneth Fox for the webinar “Guiding Principles for a Successful MDF Program“.

Kenneth will be joined by Michele Lee, Channel Programs and Distribution Management with Juniper Networks, Ryan Griffis, Global Channel Programs Manager at Extreme Networks and Glenn Robertson, CEO Purechannels.


Date: Wednesday, May 26th

Time: 8am PT/11am ET/ 4pm BST


Leveraging partners to strengthen your brand and create market awareness requires a clearly defined and well executed MDF program. While the majority of successful channel programs include some form of Market Development Funds (MDF), how these programs are funded, the activities they support, their alignment with channel and company strategy, their payment methods and the levels of support required, can vary greatly. Nevertheless, there is one variable that all channel marketers have in common; the need to track the Return On Investment from their MDF program.

Ensuring MDF funds are put to good use by partners in today’s channel eco-system brings many challenges. However with those challenges comes ample opportunity. Consequently, successful vendors know a well thought out and executed program will generate competitive advantage.

To sum up, this is an amazing opportunity to hear from leading channel marketers about what world-class vendors are doing to maximize the return on investment from their MDF programs.




Join Channel Mechanics CEO Kenneth Fox and Guest Panelists Michele Lee, Channel Programs and Distribution Management with Juniper Networks, Ryan Griffis, Global Channel Programs Manager at Extreme Networks and Glenn Robertson, CEO Purechannels, as they discuss best practice in executing successful MDF Programs:


–  Firstly, setting overall program budget and partner allocation

–  Determining allowable program activities

–  Ability to capture key metrics and measure ROI

–  Dealing with regional variations

–  Overall program alignment with company’s channel strategy

–  Key takeaways

–  Finally audience Q&A



Panel Speakers | Guiding Principles for a Successful MDF Program


Michele Lee, Channel Programs and Distribution Management, APAC Partner Sales, Juniper Networks

Michele has led a fulfilling career as a channel professional in her 25 years of working in the ICT industry. She has a proven track record in driving strategic partnerships, designing award-winning partner programs, and delivering channel marketing innovations. Consequently, she has multiplied the revenue and partner ecosystem for Sun, EMC, Tata Communications and Juniper Networks, where she is currently working.  She is recognized by CRN’s ‘Women of the Channel’  and by “Women Inspired World”. In addition, she is a frequent keynote speaker at channel events and blog contributor on partner marketing and management.  As a Doctorate Researcher, she possesses solid data analytical skills and research expertise. All of which she applies to bring thought leadership analysis, market intelligence, and insights into today’s dynamic technology marketplace.


Ryan Griffis, Global Channel Programs Manager, Extreme Networks

Ryan is an accomplished tech channel professional with 15 years’ experience built through diverse Marketing and Operations roles. Starting his career agency-side helping many of the world’s top 50 tech companies to achieve channel operational excellence, before transitioning to vendor-side with Extreme Networks. Ryan is currently Global Channel Programs Manager at Extreme. Here he leads the Extreme Market Development Funds program, a major component of the CRN multi-5 star rated Extreme Networks Partner Program. Ryan has a firm belief in continuous improvement. In his time at Extreme he has overseen extensive internal and external education, simplification and automation to improve planning and efficiency as well as partner experience.


Glenn Robertson, CEO, Purechannels

Glenn Robertson is CEO of Purechannels, a UK-based, multi-award-winning channel sales and marketing agency. He specializes in supporting vendors, distributors and partners and drives revenue, relationships and ROI through maximizing channel development, vendor programs and partner experience. Robertson is a CRN A-Lister and a member of the Super-Brands Council. In addition, he is the founder of Nuzoo – The Channel News Hub, and host of the “Channel Drop In.”


Kenneth Fox, CEO, Channel Mechanics

Kenneth Fox is the CEO of Channel Mechanics, an award-winning SaaS provider that has developed a suite of CIPM solutions to help vendors manage and maximize sales through their channel. His expertise includes Channel Strategy, Enablement, Development and Incentive Models, having worked for industry giants IBM, Nortel, Avaya and A P C.




Additional Resources on MDF

  1. Managing MDF Risk and Return
  2. 5 MDF Best Practices
  3. MDF…Does It Need To Be This Complicated?
  4. Top Benefits of Implementing an MDF Program


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