Role-Based Programme
RB1143

AI for Channel & Partner Sales

Advanced Partner Intelligence, Channel Growth & Revenue Acceleration

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Duration
32 Hours
Level
Advanced
Delivery
Instructor-Led
Format
Capability Development

Programme Objectives

  • Develop advanced capability to use AI across partner discovery, channel planning, partner enablement, joint selling, pipeline development, and revenue growth.
  • Apply AI-assisted research to identify high-potential partners, market opportunities, channel gaps, partner capabilities, and competitive signals.
  • Use AI to improve partner segmentation, onboarding, joint business planning, campaign development, opportunity collaboration, and performance reviews.
  • Analyse channel performance, partner contribution, pipeline, conversion, and revenue trends to strengthen partner productivity and channel effectiveness.
  • Build responsible AI-enabled Channel & Partner Sales workflows with appropriate governance, confidentiality, validation, and human oversight.

Tools covered

Generative AI AssistantsAI Search & Deep ResearchPartner IntelligenceChannel AnalysisPartner ProfilingOpportunity AnalysisJoint Business PlanningSales EnablementCRM/PRM IntelligenceRevenue & Pipeline AnalysisPartner Performance AnalyticsWorkflow AutomationAI AgentsDecision-Support Tools

Who should attend

  • Channel Sales Managers
  • Partner Sales Managers
  • Channel Account Managers
  • Partner Account Managers
  • Alliance Managers
  • Channel Development Managers
  • Partner Development Managers
  • Indirect Sales Professionals
  • Distribution Sales Professionals
  • Reseller Management Professionals
  • Alliance & Ecosystem Professionals
  • Channel Business Managers
  • Partner Enablement Professionals
  • Regional Channel Managers
  • Sales Leaders Responsible for Partner & Channel Revenue

Prerequisites & Participant Readiness

  • Experience in channel sales, partner management, alliances, distribution, or indirect sales
  • Familiarity with partner programs, joint business planning, sales pipelines, CRM/PRM systems, and channel targets
  • Basic awareness of Generative AI and common business applications
  • Comfort working with partner, customer, commercial, and sales information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI search, automation, and AI agents
  • Exploring AI applications across partner discovery, enablement, planning, pipeline, and performance management
  • Distinguishing AI-assisted channel management from traditional CRM and PRM automation
  • Understanding hallucinations, outdated information, confidentiality, and human accountability
Practical activities
  • Mapping AI opportunities across the Channel & Partner Sales lifecycle
  • Identifying activities suitable for augmentation, automation, or continued human ownership
  • Creating an AI opportunity map for channel-sales teams

Scenarios

New Market to Partner-Led Growth Strategy

Market Opportunity → Channel Gap → Ideal Partner Profile → Partner Research → Partner Prioritisation → Recruitment → Joint Business Plan → Pipeline Development

Participants use AI to analyse a new market, identify channel coverage gaps, shortlist potential partners, develop recruitment and onboarding plans, and create a joint revenue-growth strategy.

Underperforming Partner Network to Channel Recovery Plan

Partner Portfolio → Performance Analysis → Capability Gaps → Pipeline Quality → Enablement Needs → Partner Prioritisation → Recovery Actions → Revenue Growth Plan

Participants use AI to diagnose an underperforming partner network, identify partner and pipeline weaknesses, prioritise interventions, and create a measurable channel recovery and growth plan.

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