Structure and steer the performance of your partner network.
Structure Map Recruit Onboard Steer Measure Consolidate Arbitrate Align Accelerate on a single platform
Indirect business is a powerful growth lever. But success never happens by chance.
An end-to-end approach to indirect business.
Whether you want to launch your indirect strategy or accelerate the performance of an existing network, PAD brings together in one approach the management framework, the method, the tools and the expertise you need to structure, launch, develop and steer your indirect business for the long term.
From strategy to execution.
Defining the ambition, the Go-To-Market and the partner model is not enough. PAD helps you turn your strategy into action plans, processes, tools and indicators, then into measurable results.
From recruitment to development.
Identifying the right partners, onboarding them well, accelerating their ramp-up, building Business Plans, measuring their engagement and profitability: PAD covers the entire partner lifecycle.
From Channel Manager to the executive team.
Giving Channel Managers the methods and tools to develop their partners, and the executive team the indicators it needs to measure, prioritise and steer the overall performance of the network.
Every key to succeeding in indirect business.
- The framework
- The method
- The tools
- The expertise
Vision & Strategy Workshops
To structure, align and accelerate your partner strategy and quickly get an operational roadmap.
Training
To professionalise your teams, develop their skills and embed the best practices of indirect business for the long term.
Consulting
To benefit from our experts’ experience in designing, implementing and accelerating your projects.
A vision. A method. Tools. Expertise.
Field experience in the service of your performance.
For over 20 years, software vendors, IT services firms, manufacturers and B2B companies have trusted PAD to design, structure, develop and steer their indirect business.
The experience gained over hundreds of engagements has let us capture the market’s best practices, model them in the PAD Method® and industrialise them today with ChannelPerf and AI.
“Following PAD’s intervention, the result was almost immediate: our indirect revenue nearly doubled within a few months. We can only recommend PAD… except perhaps to our competitors!”
“The first structuring phase clearly saved us a year in rolling out our partner strategy. […] Well done to PAD, who helped triple our partner licence revenue in under four years.”
“PAD’s support contributed greatly to achieving these results, thanks to a structuring methodology.”
“This method is structuring and gives our whole organisation a shared frame of reference. It adapts to partners of any size, worldwide.”
“PAD has clearly been an accelerator for our partners strategy and Go To Market.”
Quotes from Esker, ReadSoft, iAdvize and Alcatel-Lucent translated from French.
They trust us
And you, where do you stand in your indirect business?
Is your priority to launch a partner strategy or to accelerate the performance of an existing network?
Want to build or structure your partner strategy?
Before you start, can you answer these questions clearly?
- 01
What contribution do you expect from indirect business in 3 years?
Have you set precise revenue, market coverage and profitability targets?
- 02
Is your company truly “Channel Ready”?
Are your offer, prices, margins, processes and organisation suited to indirect sales?
- 03
Is your partner Go-To-Market clearly defined?
Do you know in which markets, segments, offers and territories your partners should operate?
- 04
Do you know exactly which partners to recruit?
Have you defined the categories, profiles, skills and criteria of the ideal partner?
- 05
Is your Partner Value Proposition attractive enough?
Why would a partner invest time, resources and money with you rather than with another vendor?
- 06
Have you structured how your future partners will get started?
Are recruitment, application, selection, onboarding, training, first leads and first deals organised?
- 07
Do you have the roadmap, resources and KPIs you need to succeed?
0 / 7 · areas to work on
Several answers are “no” or “not yet”? PAD can help you build your strategy and accelerate its launch.
Already have a partner network?
Is your network really using its full potential?
- 01
Do you know which partners have the highest potential?
Is your portfolio mapped, segmented and prioritised?
- 02
Are you focusing your resources on the right partners?
Are your Channel Managers’ time and your marketing and pre-sales investments allocated according to real potential?
- 03
Do your strategic partners have Business Plans that are genuinely shared and steered?
- 04
Do you have a grip on their engagement and level of convergence?
Do you know what they think of your relationship and whether your priorities are really aligned?
- 05
Do you know the profitability of each partner?
Do you know what each one costs you, what it brings in and where to invest more?
- 06
Do your Channel Managers have the methods and tools to steer their portfolio effectively?
- 07
Does your executive team have a consolidated cockpit?
Can it easily measure the contribution, potential, performance and profitability of indirect business?
0 / 7 · areas to work on
Several answers are “no” or “not precisely”? Your network probably has untapped growth potential.
Your partner network is an investment portfolio. With PAD, you can finally steer it like one.
In 60 to 90 minutes, let us identify together your maturity level, your untapped potential and the best place to start.
A high-performing partner network never happens by chance. It is always the result of a vision, a method and rigorous steering.