This 5-days course is designed for business development professionals, partner managers and go-to-market teams seeking to strengthen their ability to grow commercial opportunities in enterprise and education sectors. 

Participants will explore how to analyze the market landscape, segment audiences and size the addressable opportunity. You’ll learn how to design and deliver high-impact initiatives such as workshops, demos and field events, and apply proven frameworks to manage pipeline development and post-activity follow-up. 

Whether you’re working with resellers, integrators or strategic partners, this course provides the full toolset to design development plans, execute demand generation and drive long-term business success.

Market Strategy & Segmentation 

• Analyze total addressable market (TAM) 

• Identify retention vs. expansion opportunities 

• Segment enterprise, mid-market, and government sectors 

• Map market opportunities to channel or partner types 

 Partner Landscape & Readiness 

• Review current partner capabilities and alignment 

• Identify the need for new resellers, integrators, or service providers 

• Strategically assign opportunities by partner role and expertise 

Execution Planning 

• Build structured business development roadmaps 

• Design and schedule events, workshops, trainings, and demos 

• Plan customer meetings and follow-up milestones 

• Define internal team roles and coordination workflows 

Demand Generation 

• Lead partner-driven demand generation events 

• Coordinate customer targeting, outreach, and invitations 

• Conduct sessions and collect feedback 

• Analyze results and generate qualified pipeline 

• Plan post-event activities and ROI assessments 

Post-Sales Engagement 

• Support implementation planning 

• Coordinate customer reviews and ongoing discussions 

• Strengthen engagement with SLAs and account planning 

Performance Reporting & Optimization 

• Prepare summary reports and impact analysis 

• Recommend next steps and improvements 

• Align with leadership on growth tracking