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Channel and partner sales team template

Indirect sales has the same planning question as direct sales, except the accounts are partners. Here each partner manager owns a set of resellers and distributors, every partner carries its sourced revenue, and the channel leads see the total for their region.

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Use it when

  • You are assigning partners to partner managers and want the portfolios balanced.
  • You need to show leadership how much revenue comes through the channel, by region.
  • You are deciding whether to recruit more partners or to grow the ones you have.

Columns in this template

EmployeeName, ManagerName, PatchID, AccountName (the partner), Revenue (partner-sourced) and Industry (partner type).

The data behind it

This is the whole template — it is an ordinary spreadsheet, and you can paste your own over the top of it.

EmployeeName,ManagerName,Title,PatchID,ManagerPatchID,AccountName,Revenue,Industry
Simone Clarke,,Head of Channel Sales,CHANNEL,,,,
Adam Fletcher,Simone Clarke,Channel Lead UK & Ireland,CH-UKI,CHANNEL,,,
Birgit Olsen,Simone Clarke,Channel Lead Europe,CH-EU,CHANNEL,,,
Neil Porter,Adam Fletcher,Partner Manager,UKI-01,CH-UKI,Northbridge IT,260000,Reseller
Neil Porter,Adam Fletcher,Partner Manager,UKI-01,CH-UKI,Castle Networks,145000,Reseller
Neil Porter,Adam Fletcher,Partner Manager,UKI-01,CH-UKI,Emerald Cloud,88000,MSP
Olivia Grant,Adam Fletcher,Partner Manager,UKI-02,CH-UKI,Pennine Distribution,320000,Distributor
Olivia Grant,Adam Fletcher,Partner Manager,UKI-02,CH-UKI,Thames Systems,76000,Systems Integrator
Pieter de Vries,Birgit Olsen,Partner Manager,EU-01,CH-EU,Rhein Solutions,210000,Systems Integrator
Pieter de Vries,Birgit Olsen,Partner Manager,EU-01,CH-EU,Nordic Cloud Partners,134000,MSP
Elena Ruiz,Birgit Olsen,Partner Manager,EU-02,CH-EU,Iberia Tech Distribution,290000,Distributor
Elena Ruiz,Birgit Olsen,Partner Manager,EU-02,CH-EU,Alpine Resellers,97000,Reseller

How to make it yours

  1. Open the live template — it loads straight into your browser, already charted.
  2. Choose “Use this template” to turn it into your own editable workspace.
  3. Replace the sample people — edit in the grid view, or drop in your own spreadsheet (.xlsx or CSV) and keep the layout.
  4. Export a PNG for free, or a watermark-free PNG, PDF, SVG or CSV on Pro.

Questions

How do I structure a channel sales team?

A common shape is a head of channel over regional channel leads, each with partner managers who own a portfolio of resellers, distributors, MSPs and integrators. That is the structure here, with every partner’s revenue rolling up to its manager and region.

Can I compare partner types?

Yes. This template uses the industry column for partner type, so the industry filter can show just the distributors, say, with every total recalculated for them.

Can I plan direct and channel teams in one chart?

Yes. Put both under a common leader in one spreadsheet. The rollups keep direct and partner revenue separate at each branch and combine them at the top.

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