$499

VII. Territory Planning and Performance Management (The Partner Revenue Architect)

Course
27 Lessons

(COMPLETE THE ACCOUNT MAPPING CLASS FIRST) This training defines a new role, the Partner Revenue Architect, focused on creating Active Sellers and producing revenue outcomes. The class teaches territory planning, active seller management and AI basics. It also introduces a metrics-based management and QBR process designed to track execution, improve accountability, and continuously optimize results. 2 Hours

Buy now

Class Introduction and Goals

Build a data-driven territory plan that aligns Active Sellers, target accounts, and revenue goals into a structured production model.
Learn to manage execution and performance
Gain the ability to turn strategy into predictable revenue

Training Introduction

Training Manual Territory Management

Partner Revenue Architect Functions.png

Module I. The Partner Revenue Architect

This module teaches:

Evolving from Administrator to Architect: Transition from managing partner relationships and program compliance to designing and owning a systematic revenue production engine.
Focusing on Active Sellers: Shift the primary "unit of production" from the partner organization to individual sales reps who are actively prospecting in target accounts.
Managing Execution via Data: Move beyond tracking passive activity to managing territory performance through measurable outcomes like conversion rates and deal progression

Introduction

Business Case (Part 1)

Functions by Partner Type (Part 2)

Module I. Slides & Script

Module II. Account Coverage (Sales Territory Planning)

This module covers:

Shift from territory coverage to Revenue Architecture, aligning sales, partners, and marketing into one engine.
Focus on economic buyers, using partner relationships to accelerate engagement and time-to-value.
Manage the territory through Active Sellers, the true drivers of pipeline and revenue.

Introduction Sales Territory Planning

Sales Territory Planning (Part 1)

Sales Territory Planning Exercise (Part 2)

Module II. Slides and Script

Territory Planning.xlsx

Module III. Territory Planning (Active Sellers)

Learn to build and manage Active Sellers as the drivers of territory revenue.
Apply a structured territory planning and execution model aligned to measurable outcomes.
Use the 542 engagement framework to drive consistent performance and predictable results.

Territory Planning (Active Sellers)

Active Seller Territory Management Infograph

Module IV. Performance Intelligence and QBR Preparation

Learn how to measure partner performance using structured execution metrics, including active sellers, account engagement, conversion rates, and pipeline creation.
Understand how to translate data into insights by analyzing trends, identifying gaps, and using AI-driven recommendations to improve execution and revenue outcomes.
Develop the ability to deliver effective, data-driven QBRs that align to business objectives, provide actionable recommendations, and drive continuous performance improvement.

Performance Intelligence Introduction

ChannelOps Math (Part 1)

Performance Intelligence Exercise (Part 2)

Performance Intelligence Infographic

AI Agent: Structured Performance Mapping Analytics

Module V. Revenue Architect Presentation Basics

Learn how to turn QBRs into forward-looking revenue planning sessions, not historical reviews.
Apply the seven principles of effective QBRs to drive alignment, execution, and measurable outcomes.
Build QBRs that create clear plans, accountability, and predictable partner revenue growth.

Partner Revenue Architect Presentation Basics

Partner Revenue Architect QBR Principles Script

Revenue-Driven QBR Infograghic

Module VI. Managing Partner Revenue Architects (Weekly Calls)

Run a structured weekly cadence that drives execution across sellers, accounts, pipeline, and revenue.
Interpret data to identify gaps and take action on leading and lagging indicators.
Lead effective meetings that balance accountability, coaching, and team engagement.

Managing Partner Revenue Architects

Weekly Calls Infographic

Module VII. Bringing It All Together

This module Summarizes the the Partner Revenue Architect role and the Certificate Program

Module VII. Summary

PRA Standard Operating Procedure

PRA Execution Model.png