Notes on tech partnerships, revenue, and relationships.
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How to write a joint value proposition for co-sell
A practical guide to writing a joint value proposition for co-sell in B2B SaaS: the better-together story, customer-workflow framing, and a reusable JVP template a partner seller will actually say.
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Partner incentives that motivate a field sales team
A practical guide to partner incentives for B2B SaaS: rev share, referral fees, co-sell credits, and spiffs, and how to design the ones that actually move a partner's field reps.
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Handling auth in integrations: OAuth, API keys, and scopes
When to use API keys vs OAuth for integrations, how scopes and token refresh work, and the security pitfalls that turn a partner launch into an incident.
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Monitoring and maintaining shipped integrations
What to watch in a shipped integration, how to alert on it, and how to survive partner API changes without a launch-week fire.
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Versioning and deprecating integrations without breaking customers
How to version and deprecate integrations without breaking customers. Version strategies, deprecation notices, migration windows, and the communication that keeps partners building on you.
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Webhooks done right: delivery, retries, and signing
Webhook best practices for B2B SaaS integrations. At-least-once delivery, retries with backoff, idempotency, signed payloads, and replay protection that hold up in production.
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Measuring integration adoption and engagement
An independent guide to measuring integration adoption and engagement. The difference between installs, active connections, and retained usage, how to instrument each, and the funnel that tells you whether an integration is actually working.
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Partner program ROI: a simple model for startups
An independent guide to partner program ROI for startups. A simple model for the costs and the returns, what counts as sourced and influenced revenue, how to read payback, and the mistakes that make the number lie.
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API error design that speeds up integration
API error handling that speeds up integration. The error shapes, status codes, and messages with cause plus fix that let partner engineers self-serve instead of filing tickets.
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