Value proposition
Define how attractive your products are, and their ROI, for your partner network.
Structure and launch
The Vision & Strategy Workshop: six days from diagnosis to action plan.
A turnkey way to structure your indirect strategy and launch your partner network, with a proven method and a team of indirect sales experts.
Request a conversation6 days
of workshop, from diagnosis to action plan
24 months
saved on rolling out your network
18 months
to reach your network’s break-even point
The starting questions
Before the first partner, five questions decide everything.
- 01
Is indirect business the right model for us?
The Go / No-Go question. Not every offering can be sold by a third party, and not every market justifies it.
- 02
Which indirect strategy, for which markets?
Indirect translates an ambition. Without an explicit Go-To-Market, the network gets built on whatever opportunities turn up.
- 03
Are our offerings channel-ready?
An offering that sells well direct does not necessarily sell through a partner. Margin, packaging, support, certification, pre-sales.
- 04
Which partner types, which partnership models?
Reseller, integrator, referrer, distributor: different economics, different expectations, different programmes.
- 05
What budget, what organisation, what expected ROI?
A strategic partner represents €15–50k of investment before becoming autonomous. How many can you fund, and over what period?
From strategy to operations
A foundation, then a cycle that replays.
The Method unfolds in five stages. Each has a foundation — laid once, in a workshop with leadership — and an operational part the platform keeps alive continuously.
I
Define
The foundation
- Vision & ambition
- Mutual expectations
- Go-To-Market
- Channel-ready offerings
- Priority markets
The platform
- 360° Review
- Network mapping
Cadence Annual
II
Organise
The foundation
- Indirect strategy
- 3-year business plan
- Categories & models
- Organisation & budget
The platform
- Partner profitability
- Development plans
Cadence Annual
III
Build
The foundation
- Value proposition
- Programme & commitments
- Partner Sales Kit
- Recruitment plan
The platform
- Criteria & applications
- Scoring
- Onboarding
Cadence Continuous
IV
Develop
The foundation
- Development framework
- Co-selling
- Marketing plan
The platform
- Partner business plans
- Alignment analysis
Cadence Quarterly
V
Steer
The foundation
- Governance & reviews
- Reporting model
The platform
- Executive cockpit
- 10 consolidated KPIs
Cadence Monthly
The foundation · PAD Method® · Vision & Strategy Workshop · once The platform · ChannelPerf · operational · all year round
A continuous performance chain, from strategy to operations. The cycle replays every year — and each turn starts from a firmer foundation than the last.
What you take away
Seven ready-to-use deliverables.
Channel Ready
Assess and adapt the potential of your products and markets to what your network expects.
Sales Plan
Build the three-year business model of your network, for each partner category.
Partner programme
Create a collaboration framework with mutual commitments, to retain and engage your partners.
Partner Sales Kit
Define the material that makes your partners autonomous on sales, marketing and technical matters.
Recruitment plan
Define the plan to recruit and launch the network so it meets your three-year objectives.
Budget
Model the three-year forecast budget of your indirect business.
“PAD’s support contributed greatly to achieving these results, thanks to a structuring methodology.”
Let us talk about your network.
A first 60 to 90 minute conversation is enough to shape the workshop around your context.