Recruit, develop and steer your sales partners better, after a 2-day Master Class.
The aim of the master class is to provide a method and tools to take charge of partner territories: recruiting, launching, animating and developing partners.
See the programme- 01
A master class designed specifically for indirect sales professionals.
- 02
Give you the keys to better recruit, launch and develop an effective partner network.
- 03
Give you a methodology and a toolbox so you are operational straight after the training.
- 04
Familiarise you with best practices and the classic mistakes to avoid.
Training your people is a competitive advantage.
Recruiting, developing and running a partner territory takes specific skills and particular know-how. Yet fewer than 5% of salespeople in charge of partners and alliances have received appropriate training. Training your people is therefore a competitive advantage, given that recruiting and launching a badly recruited, badly managed partner costs more than €20,000.
Our promise: help you become a genuine indirect sales professional and step up a level with your partners and your own leadership.
What is the programme?
The highly practical programme is built progressively around 10 keys.
Format and practical details
- Format
- On site (Paris or near Paris) or by video conference
- Duration
- 2-day workshop, with post-training support: a follow-up web conference after 45 days
- Participants
- Sessions limited to 10 participants, inter- or intra-company
- Price
- €1,990 excl. VAT per participant for the two days
- Funding
- Qualiopi-certified training, fundable by your OPCO
- Next session
- Tuesday 6 and Wednesday 7 October 2026
The 10 keys
- 01
Indirect sales fundamentals
Become an expert in distribution and partnerships.
- 02
Focus on partnership best practice
Adopt winning partnership practices and avoid the classic mistakes.
- 03
Value proposition
Develop a convincing value proposition to recruit the right partners.
- 04
The partner programme
Engage your partners; make business plans systematic.
- 05
The territory review
Assess the performance of your indirect strategy; map your territory.
- 06
Understanding your partners
Master your partners’ business model and characteristics to steer them better.
- 07
Strengthening your appeal to partners
Formalise what makes your offering attractive and highlight profitability for your partners.
- 08
A partner salesperson’s KPIs
Position yourself and own a Channel Manager’s performance criteria.
- 09
Recruitment and launch
Become a recruitment pro using the PAD Methodology.
- 10
Developing partners
Use the 38 levers to improve the performance of your current partners.
Three profiles, one discipline.
Sales leadership
Who want to structure and organise how they recruit and develop a network of sales partners.
Salespeople in charge of partners
Who already have some experience and want to step up a level in the role.
Future partner sales managers
Salespeople discovering the role of “partner sales manager”, to start with the right method and the right tools.
The benefits of the training
This Qualiopi-certified master class is an opportunity to strengthen skills in developing and managing partner networks. By taking part, learners gain legitimacy, improve their performance and take on a more strategic role internally.
Mission and role
The Channel Manager’s shift towards being a Business Developer for their partners.
Foundations
Learning the fundamentals and best practices of Channel Management.
Toolbox
Access to, and command of, the Channel Manager’s tools.
Interactivity
Discussion and shared experience with peers.
Inter / intra
Presentation of the tools and steps of partner recruitment and activation plans.
Funding
Training reimbursed by your OPCO, intra- or inter-company, thanks to the Qualiopi certification.
Training built by indirect sales experts.
A unique training programme in Europe, built by indirect sales experts, with a methodology and teaching content to recruit, develop and run a partner territory effectively.
- Materials
- Access to the steering tools from the PAD Method®.
- Methods
- Practical, tailored tools, hands-on exercises, exchanges of views and shared experience with peers, application to real cases.
Practitioners, not theorists.
All our trainers are consultants certified in the PAD Methodology. They have full command of the tools made available to trainees. These seniors all have operational experience running indirect sales at software vendors or IT manufacturers, and pass on what they have lived and learned.
Before the training, they interview you about your needs, guide you during the training and support you through the post-training follow-up.
A Qualiopi-certified training provider.
The cost of this training can be covered by your OPCO. As PAD is a Qualiopi-certified training provider (certificate B00241), we will provide a training agreement so you can obtain funding.
- Qualiopi certificate
- B00241 — training actions
- Activity registration
- No. 11 78 8015978
- Training provider since
- 2004
- Training practice
- 70 clients · 110 partner managers trained
- Consulting practice
- 200 clients · 1,000 executive committee members
The quality certification was awarded for the following category of actions: training actions.
Accessibility — for access and adaptation of this training to all audiences and to people with disabilities, please contact our accessibility officer at contact@pad-consulting.com or on +33 6 20 64 67 87.
Book your place.
Sessions are limited to ten participants. Pre-registration commits you to nothing: we contact you to frame your needs before confirming.