Amal (A): Now at "Le Lab" we welcome...
our guest Benjamin Causse.
Hello Benjamin. Benjamin (B): Hello Amal.
A: You are the General Manager of PAD Consulting.
It is a consulting firm specialized in...
increasing sales through partnerships and indirect sales.
B: Exactly Amal. Our firm empowers...
IT vendors who are aiming to increase...
their revenues through the right...
processes and partner network.
A: OK, so how does this work? As an example...
if I am a company, and I reach out to you, what is the process?
B: You ask how it works, well, it typically works great!
We have a great reputation.
To be more precise...
we gather the customer's management team...
to the table and together with them...
we work on their development strategy and its application.
As such, we work together to increase their revenues with the development of...
a partner network, as well as taking into account the precautions they need,
to achieve their goals. This applies to both local...
and international markets for them to achieve their revenue growth goals.
A: So, if I got it right,
you save time for your customers.
Typically, how long does it take to develop a solid partner network?
B: Based on our customers feedback...
developing a truly efficient indirect sales channel...
typically takes between 5-6 years.
This is a long term project...
and is a journey that is covered with many traps and obstacles.
The failure ratio is quite high. That is what our customers tell us.
We bring that down to about 18 months - much shorter than...
their own experience. We therefore accelerate...
the process for our customers by helping them
avoid the traps and obstacles along the way,
making them aware of the best practices,
providing them with the right tools and the right methodology,
we ultimately help them reach their goals "faster".
A: So, how does this work more precisely?
Can you provide us with a real-life example that shows...
how the process will work for a typical customer?
B: Typically, our customers...
are opportunistic by nature...
that makes them go to market in a different way.
They progress by totally counting on their luck...
and encouraged by a few opportunities.
And as a result, they often face unsuccessful results.
The failure ratio can be quite high.
The most common reason why they contact us...
is to structure their approach but also...
to open to new and international markets.
The added value we provide to them increases their ability...
to structure their approach, to industrialize their programs...
they will implement, and to maximize...
their return on investment and success rates.
This success is based on the capacity of the partners and...
will generate a win-win situation for both partners and customers.
A: PAD Consulting is a family company founded by your father in 2004.
What are your plans for the future?
B: Yes, PAD Consulting was created in 2004...
by my father, and after many years of experience in...
Sales, under pressure by my father...
I joined...
the company about 4 years ago. As for the future,
we have a dual target. The first one is...
to dissociate from its history and self-sufficiency,
by putting forward more of its...
customers and their successes.
The second target we set ourself...
is to grow internationally, in particular...
in the European Union, but also beyond.
A: We are today in Montpellier, for the B2B Rocks event.
Why would you say participating to such events is important?
B: These events allow us to meet partners who can bring...
us new customers, but they also allow us to meet others...
that can assist our current or future customers.
A: Benjamin Causse, thank you for coming to present PAD Consulting.
B: Thank you!