The blind allocation trap
80% of your partners carry 20% of revenue — and consume 80% of your resources. Time and budget are shared out on instinct.
Mapping +15 to 30% revenue
Ventures & network · Global
Develop Your Indirect Sales Channel
A partner network steered like an investment portfolio — Channel Performance Management, the PAD Method® and the ChannelPerf platform, deployed with you by Multiple and PAD Consulting.
With
Do you recognise these situations?
Whether you are building your network or already running one, the same six patterns come up in almost every network we audit. They feed one another.
The hidden cost of a bad signature
Six recruitments out of ten never succeed. Wrong casting from the start, with no formal criteria.
Recruitment > 65% success rate
The first-deal chasm
One new partner in two drops out before their first sale. Too long, too expensive, frustrating on both sides.
Onboarding −30% time-to-revenue
The illusion of opportunistic revenue
No shared, quantified objective with your strategic partners. Indirect revenue becomes unpredictable.
Business plan +30% revenue
The silence of disengagement
You find out a partner is drifting once they have already gone. Perceptions diverged and nobody measured it.
Alignment +25 to 30% in 18 months
The executive blind spot
Nobody can say, in two minutes, whether indirect is ahead or behind. What is not measured eventually stops being funded.
Consolidation +40% on EBITDA
Observed orders of magnitude, not contractual.
You know your CAC. Do you know your PAC?
with
Indirect performance is not something you observe. It is decided, measured and arbitrated — with a framework, a method and a platform, whichever market you sell in.
Two paths, one diagnosis.
Whether the network has to be built or repaired, the root cause is the same: no shared framework and no method for selecting, developing and steering partners. Tools exist — CRM, PRM, spreadsheets — but none of them carries the performance-management layer, nor the method that goes with it.
What lands on your desk.
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A documented partner value proposition and coverage model
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A tiered programme with rules of engagement
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Recruitment and onboarding paths, ready to run
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A partner KPI framework and review cadence
Thirty-eight levers, five stages
The PAD Method® turns Channel Performance Management into thirty-eight levers across five stages. It is the reason a build takes months rather than years.
From the framework to the tool.
Channel Performance Management is to indirect business what ERP is to running a company: a management framework, best practices and the instruments to steer the whole chain.
CPM — Channel Performance Management
The framework: steer your partner network like an investment portfolio, across five domains — strategy, organisation, network, development and performance.
Discipline 5 domains
The PAD Method®
Makes CPM operational: five stages that follow the five domains, and thirty-eight levers to act on.
Method 38 levers · 5 stages
ChannelPerf
The SaaS platform that carries the thirty-eight levers and ties them to your data. Nine modules, from the 360° Review and partner mapping to business plans and the consolidation cockpit for executive management. Partners use it free of charge.
Platform Live in 90 days
Jade
An AI trained by PAD Consulting on the PAD Method®. Every recommendation cites a lever and the data behind it.
AI Cites a lever for every recommendation
Where to start.
The 360° Review
1 day
A shared diagnosis and a prioritised action plan.
The Vision & Strategy Workshop
6 days
A formalised indirect sales strategy.
The ChannelPerf Pilot
90 days
An operational cockpit and your first partner business plans.
The Indirect Sales Master Class
Train the people who run your partners.
A two-day Master Class built on the PAD Method®, for sales leadership, partner salespeople and future partner managers.
Ten keys, from indirect sales fundamentals and the partner programme to recruitment, launch and partner development with the 38 levers.
- 2 days
- 10 participants maximum
- In person or by videoconference
- Follow-up session after 45 days
Qualiopi-certified in France.
Training details on channelperf.com (opens in a new tab)
110
Partnership managers trained
90%
Satisfaction
Who does what
Multiple delivers. PAD Consulting brings the method.
We are partners in PAD Consulting. Multiple runs the engagement with you, in your language and your market; PAD Consulting brings Channel Performance Management, the PAD Method® and the ChannelPerf platform.
20+ years · 200+ companies · 1,000+ professionals trained
Visit channelperf.com (opens in a new tab)Companies that trusted us.
Where does your network actually stand?
In 60 to 90 minutes we map your maturity, the potential you are not exploiting, and the right entry point. No slides, your own figures.