Role-Based Programme
RB1141

AI for Channel & Partner Sales

Smarter Partner Management, Pipeline Growth & Channel Performance

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Duration
8 Hours
Level
Basic
Delivery
Instructor-Led
Format
Workshop

Programme Objectives

  • Understand how AI can support Channel and Partner Sales across partner identification, onboarding, enablement, pipeline development, and performance management.
  • Apply AI to research potential partners, segment channel ecosystems, identify growth opportunities, and prioritise partner engagement.
  • Use AI to improve joint business planning, partner communication, opportunity development, meeting preparation, and follow-up.
  • Develop practical skills for partner performance analysis, channel pipeline review, co-selling support, and relationship-risk identification.
  • Understand responsible AI use, commercial confidentiality, source validation, partner-data privacy, and human judgement in channel sales.

Tools covered

Generative AI AssistantsAI Search & ResearchPartner ResearchChannel IntelligencePartner SegmentationOpportunity AnalysisJoint Business PlanningPartner CommunicationCRM SupportChannel Performance Analysis

Who should attend

  • Channel Sales Managers
  • Partner Sales Managers
  • Channel Account Managers
  • Partner Account Managers
  • Alliance Managers
  • Distribution Sales Managers
  • Indirect Sales Professionals
  • Partner Development Managers
  • Channel Development Managers
  • Reseller Management Professionals
  • Dealer Network Managers
  • Channel Business Managers
  • Partner Operations Professionals
  • Channel Sales Team Leaders

Prerequisites & Participant Readiness

  • Basic understanding of channel sales, partner management, or business development
  • Familiarity with distributors, resellers, dealers, alliances, or partner-led sales models is helpful
  • Basic communication and digital-tool skills
  • No programming or technical AI knowledge required
  • Prior AI-tool experience is helpful but not mandatory

TOC Modules

Concepts
  • Understanding Generative AI and its relevance to indirect and partner-led sales
  • Understanding how AI can support partner research, enablement, opportunity development, and channel management
  • Distinguishing AI assistance from PRM, CRM, sales automation, and traditional research
  • Understanding AI limitations, hallucinations, outdated information, and partner-data risks
Practical activities
  • Identifying recurring Channel Sales activities suitable for AI assistance
  • Comparing traditional and AI-assisted approaches to partner management
  • Mapping AI opportunities across the partner-sales lifecycle

Scenarios

Applied scenario simulations are tailored based on the client's industry context.

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