Paris, December 25th, 2021 – PAD Consulting, a consulting and training firm specialising in indirect sales and commercial partnerships, and MyPRM, a French publisher of a partner relationship management solution, have joined forces to offer a combination of consulting and marketing of an indirect sales management platform.
PAD Consulting and MyPRM: a win-win partnership
This unique partnership on the market between a PRM solution publisher and an indirect sales consultancy firm allows us to offer our clients a global response to their indirect sales network construction needs.
PAD Consulting provides architecture consulting to companies wishing to implement an indirect sales strategy, with its own methodology and training. MyPRM acts as a “builder” by providing the PRM tool in line with the methodology provided upstream.
“Today, when a company decides to set up partnerships, it requires specific internal skills that it does not always have. We intervene at this precise moment to initiate a strategic reflection process and establish a diagnosis of needs in order to elaborate an adapted indirect sales strategy” explains Benjamin Causse, Chief Operations Officer at PAD Consulting.
The objective of this partnership is to support supplier clients in their partnership success. To do this, PAD Consulting supports users in the development and implementation of their indirect sales strategy by guiding them on the practices and levers to activate to achieve their objectives.
A win-win partnership based on identical customer targeting at different stages of maturity.
« PAD Consulting permet à MyPRM de proposer une offre complète de vente indirecte. Nous sommes complémentaires dans notre approche client avec la dimension « expertise » apportée par PAD Consulting. Si nous observons un de nos clients en difficulté sur sa stratégie indirecte, nous lui conseillons l’expertise PAD Consulting. L’objectif est de proposer une offre homogène en vente indirecte : PAD Consulting le conseil et MyPRM l’outil » précise Emmanuel Juhel, COO chez MyPRM.
The PAD Consulting methodology: understanding the mechanics of partnership for the client
Implementing an indirect sales strategy requires companies to recruit partners, to engage and support them in their development and to manage the business. The PAD Consulting method is based on an essential component: the understanding of a partner’s challenges.
“A partnership only works if the partner makes money and this is a notion that is still very poorly understood by principals. We observe that 60% of the failure rate in partnership relationships comes from suppliers believing that where they fail to do business, partners will succeed. Our entire methodology is therefore based on understanding the partner’s challenges: what is the interest for him to work with his client”, says Benjamin Causse, Chief Operations Officer at PAD Consulting.
To do this, PAD Consulting mentions 5 essential points:
- The client’s offer: this is the starting point of the strategy since it is supposed to make the partner want to distribute the client’s solution. If not, how can it be improved?Le réseau de partenaires : il est important de vérifier que chaque partenaire n’est pas en concurrence sur son marché et sur les projets sur lesquels le donneur d’ordre souhaite le positionner.
- The partner network: it is important to check that each partner is not in competition in its market and on the projects on which the client wishes to position it.
- The support: this involves working on the knowledge of the end client, the discourse to be used according to the targets, but also for the principals on the support part to be written.
- Recruitment: this is an essential point for supporting the activity generated by the partners (choice of profiles to be recruited – necessary skills, etc.)
- The Profitability
About MyPRM:
MyPRM is the 1st French SaaS platform for managing and developing companies’ indirect business. Created in 2017 by Richard Bessis, Arnaud Tarabout and Emmanuel Juhel as an alternative to traditional platforms, the MyPRM solution supports all stages of the partner lifecycle, from recruitment to onboarding, animation and development. With flexible, business-focused modules and features, and user-friendly interfaces, MyPRM helps organisations leverage the power of their channels. The company, which currently has 12 employees and major references such as DOCAPOSTE, OVH and STORMSHIELD, is expanding and intends to become the European leader in its market.
Press contacts – L’AgenceRP
Camille Bernisson – 07 64 44 14 49
Lucille Lavigne – 06 98 62 07 92
myprm@lagencerp.com
