Notes on tech partnerships, revenue, and relationships.
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Writing integration user stories engineers can build
How to write integration user stories for B2B SaaS: customer-framed stories for both sides of a partner build, an acceptance-ready format, and worked examples.
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Partnership OKRs a startup can actually hit
Outcome-based partnership OKRs for B2B SaaS: how to set objectives and key results by stage, why leading beats lagging, and examples you can copy this quarter.
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Partnerships vs business development: the org design question
Partnerships vs business development for B2B SaaS: how the two functions differ, when to split them, and the reporting lines that keep both accountable.
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App certification and review without the pain
Treat the certification checklist as acceptance criteria. How to prep the security questionnaire, avoid the common rejections, and pass app review fast.
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Building your own integration marketplace: when and how
When it makes sense to build your own integration marketplace, and how to structure categories, tiers, listings, and certification so it helps customers.
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Co-selling with cloud providers (AWS, Azure, GCP)
An independent guide to cloud co-sell programs: how marketplace and co-sell fit together, what is required, and how a startup can actually run the motion.
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Marketplace pricing and revenue-share models explained
A practical guide to marketplace pricing and revenue-share models: take rates, referral fees, listing tiers, and how to price your product for a marketplace.
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Co-sell attribution: giving partners credit without double counting
An independent guide to co-sell attribution: deal registration, attribution windows, and the CRM mechanics that give partners credit for influenced pipeline without double counting it against your direct team.
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Building a partner page that converts
An independent guide to building a partner page that converts. Structure that answers the buyer's question first, integration tiles that earn the click, social proof that lowers risk, clear CTAs, and SEO that helps the right buyer find the page.
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