Accelerate and steer

Steer the performance of every partner. And prove it.

ChannelPerf carries the 38 levers of the PAD Method®, ties them to your data and makes your network’s performance measurable and defensible, quarter after quarter.

ChannelPerf is a tool, not a strategy. It only creates value on a framework already set and a method already chosen.

What you gain

Results, not features.

Each ChannelPerf application answers a precise objective. Here is what our clients get out of it.

  1. You want to

    Invest in the right place

    By reallocating effort towards the partners with the highest potential.

    Mapping · Partner profile

    +15 to 30% revenue
  2. You want to

    Recruit the right partners

    Instead of four in ten, for lack of formalised criteria.

    Recruitment · Scoring

    > 65% successful recruitments
  3. You want to

    Make them productive sooner

    A structured journey through to the first deal.

    Onboarding

    −30% time-to-revenue
  4. You want to

    Grow your strategic partners

    For partners with a business plan that is actually steered.

    Business Plan · Alignment

    +30% revenue
  5. You want to

    Steer and arbitrate

    Through better allocation and better predictability.

    Performance · Consolidation · 360° Review

    +40% on EBITDA

Orders of magnitude observed on our engagements. Not contractual.

The four levels

One platform, four levels of steering.

These are not four parallel audiences: they are a chain. Each level gives the next what it needs, and the last produces the data that flows back up to the first. Take one link out and the loop does not close.

01

Executive Management

steers the indirect business

CEO, MD, executive committee

Today

You struggle to assess how much the channel really contributes to your revenue and margin. You sense the network is not fully productive, with significant growth held in reserve. Your teams report figures, but you have no consolidated or forward-looking view. Every meeting feels like a negotiation rather than steering.

With ChannelPerf

An executive cockpit with the channel’s financial KPIs. Predictability of indirect revenue, alerts on drift, short and medium-term visibility per partner. You manage the alignment between objectives, resources, execution and results. You decide on facts.

In practice

A B2B software CEO with 40 active partners does not know which ones really contribute to margin. In ten minutes they identify the 8 partners producing 80% of revenue and concentrate channel resources on them.

02

Channel Leadership

steers the network and the team

Indirect sales director, VP Channel, sales leadership

Today

You run a network and a team, but without a structured framework built for indirect. The ROI of your programmes and partners is hard to measure. Your Channel Managers each work with their own method, files and priorities. Alignment is fragile, decisions are risky.

With ChannelPerf

A consolidated view of performance by partner, by Channel Manager, by region and by segment. Shared priorities, justified and measurable objectives, one single tool to steer by results. You demonstrate channel ROI with credible figures.

In practice

The sales leadership of a mid-size manufacturer runs 25 distributors across three regions. They co-build a business plan with each partner, set shared quarterly objectives and track the gaps. Four spreadsheets replaced by one tool.

03

Channel Manager

steers their partners and territory

Channel Manager, Partner Manager, Alliance Manager

Today

You manage too many partners with too little time, with no idea where to put your energy. Recruitment and onboarding take weeks for unpredictable results. Business plans are forgotten as soon as they are signed, and your dashboards are spreadsheets or a CRM that was never built for your job.

With ChannelPerf

You steer recruitment and partner development over time: applications and scoring, living business plans co-built with your strategic partners, onboarding tracking, performance analysis. You step up a level and become a genuine business developer.

In practice

A Channel Manager runs about thirty resellers. They used to spend their days consolidating files and chasing partners. They now co-build living plans with their 15 strategic partners and track progress continuously.

04

The Partner

steers their commitment and profitability

Resellers, integrators, service firms, distributors, referrers

Today

You do not know exactly what your vendor expects. Objectives change, programmes evolve, and you struggle to position yourself in their ecosystem. You spend time in meetings with no visibility on the deals you could co-sign.

With ChannelPerf

A shared, readable business plan. You see your objectives, your actions, your gaps. You anticipate what your Channel Manager expects and you accelerate deals through structured co-selling. The relationship becomes a real partnership, not one-way reporting.

In practice

An integrator partnered with a SaaS vendor used to receive a static monthly PDF. They now access a shared space showing their objectives, actions and indicators — without waiting for the quarterly review.

Partner access is free and unlimited — because that is the side where the data that feeds every other level is created.
ChannelPerf

Every module feeds the next.

This is not a suite of tools, it is a value chain. And you can enter it at several points: through the 360° Review, through Mapping or through the Business Plan, depending on what is most pressing.

The partner journey: Recruitment, Profile and Onboarding in a line, then a cycle of Business Plan, Performance, Convergence, Consolidation, Mapping and 360 Review.
The partner journey: a linear recruitment, then a quarterly cycle that never stops.
01

360° Review

103 indicators across 11 domains. A shared diagnosis, a benchmark, and grounded priorities with their action plan.

Know where you really stand.

02

Mapping

Your partners plotted on two axes — current revenue and three-year potential — across four quadrants: Invest, Prioritise, Maintain, Qualify.

Justify every euro invested.

03

Partner profile

The reference record for each partner: profile, contracts, key contacts, territory, specialism and potential. Manual entry or import.

A unified view, actionable from day one.

04

Recruitment

Formalised criteria, an application filled in by the candidate, scoring and an investment decision. The recruitment pipeline becomes a process.

Over 65% successful recruitments.

05

Onboarding

A structured journey to the first deal, tailored by partner category. Dated steps, assigned responsibilities, progress visible on both sides.

−30% time-to-revenue.

06

Business Plan

Quantified objectives, resources, joint Go-To-Market, marketing activities, governance and compensation. Co-built with the partner, signed by both leaderships.

+30% revenue.

07

Performance

KPI tracking by partner, by category and by period. Gaps to plan, alerts, identification of partners falling behind.

The end of steering blind.

08

Alignment

An alignment survey completed on both sides, then a comparison of perceptions. Strategic gaps become visible — and workable.

+25 to 30% revenue in 18 months.

09

Consolidation

The whole network aggregated: 10 key KPIs, ROI by quadrant, revenue trend, profitability. The executive cockpit.

An executive report ready in one click.

Multiple entry points: you are not required to deploy everything at once.

The reference

38 levers to move from method to performance.

The PAD Method® structures 38 performance levers drawn from more than 20 years of field experience. They cover the entire lifecycle of indirect business: strategy, recruitment, onboarding, development, Business Plans, profitability and steering.

More than a collection of best practices, they form an operational reference for identifying priorities, improving practices and accelerating network performance.

38 levers to better select, engage, develop and steer your partners.

I

Define the strategy

12 levers
  1. 1 Vision and Ambition
  2. 2 The 360° Review
  3. 3 Executive Sponsorship
  4. 4 The Method
  5. 5 The Go-To-Market
  6. 6 Is the Offering Channel Ready?
  7. 7 Value or Volume Strategy?
  8. 8 Partner Categories
  9. 9 Partnership Models
  10. 10 Your Expectations of Partners
  11. 11 Partners’ Expectations
  12. 12 International
II

Organise and professionalise

7 levers
  1. 13 The Channel Manager’s Role
  2. 14 Alliance Manager vs Channel Manager
  3. 15 Channel Manager Training
  4. 16 The Commando Team
  5. 17 The Marketing Director’s Role
  6. 18 The Budget
  7. 19 AI and Indirect Business
III

Build a high-performing network

10 levers
  1. 20 The Partner Value Proposition
  2. 21 The Partner Programme
  3. 22 Partner Recruitment
  4. 23 The Cost of Partner Recruitment
  5. 24 Contracts
  6. 25 The Commitment Charter
  7. 26 The First 100 Days — Onboarding
  8. 27 The Offering Sales Playbook
  9. 28 Partner Training
  10. 29 The Partner Product Sheet
IV

Engage and grow partners

6 levers
  1. 30 Partner Mapping
  2. 31 Partner Profitability
  3. 32 Partner Business Plans
  4. 33 Co-Selling
  5. 34 The Partner Sales Kit
  6. 35 The Marketing and Communication Plan
V

Align and steer performance

3 levers
  1. 36 Alignment Analysis
  2. 37 Channel Conflict
  3. 38 The Executive Cockpit
The Playbook

All 38 levers are detailed in the PAD Method® Playbook — the Channel Performance Management reference, with for each lever the best practice, the PAD viewpoint and the questions to ask yourself.

And the AI

Jade reads what ChannelPerf measures.

The platform produces the data; Jade turns it into a reading, and ties every recommendation to the lever that justifies it. It is a layer on top, never a shortcut.

Discover Jade
Integrations and data

The platform fits in; it does not replace.

CPM never duplicates a deal — it reads it. Your CRM keeps deals and pipeline; ChannelPerf holds the strategy, partner economics and network performance.

Integrations

  • CRM: Salesforce, HubSpot, Microsoft Dynamics, Zoho, SAP
  • Existing PRM and partner portals
  • SSO and corporate directory
  • BI export and data warehouses

Data

  • European hosting, secure and environmentally responsible datacenter
  • Full GDPR compliance
  • Daily backup, 30-day retention
  • Encryption in transit and at rest

Support

  • Channel Manager training (Qualiopi certified)
  • Start-up assistance and data migration
  • Helpdesk and Customer Success
  • Configuration to your context

Direction of synchronisation

Partners and contacts
Two-way
Deals, pipeline, revenue
Inbound, read-only
Costs and time spent
Inbound from HR and finance
Implementation

Operational in 90 days.

A commercial performance project, run in short stages. Each phase ends on a validated deliverable.

Days 1 – 30

Frame

  • 360° Review
  • Vision & Strategy Workshop
  • Go-To-Market
  • Recruitment criteria

Prioritised roadmap, validated by executive management.

Days 31 – 60

Deploy

  • Configuration
  • Mapping of the existing network
  • Data migration
  • Channel Manager training

Platform operational and network mapped.

Days 61 – 90

Commit

  • First partner business plans
  • First alignment analysis
  • Executive cockpit switched on

First executive report.

What comes with it

  • Integrations: CRM (Salesforce, HubSpot, Dynamics…), PRM, SSO, BI export
  • Data: European hosting, full GDPR compliance
  • Support: training, helpdesk, Customer Success

See the Method and the platform at work.

Three ways to start, each with its own deliverable — and none that commits you to the next.

The three ways to start Understand CPM