Notes on tech partnerships, revenue, and relationships.
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Partnership red flags: when to walk away before you build
Partnership red flags to catch before you commit engineering: no owner, vanity logos, unpaid custom work, exclusivity grabs, a dead API, and a partner manager with no mandate.
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Board reporting for partnerships: the few numbers that hold up
What to show a board about technology partnerships: sourced vs influenced, adoption, what to leave off the slide, and definitions that survive a question from finance.
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Executive sponsorship for technology partnerships
Why a technology partnership needs a named executive on both sides, what that sponsor actually does, how often they meet, and how to keep sponsorship from becoming theater.
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Founder-led partnerships: how to run the channel before you hire
What a founder should own in technology partnerships, what to delegate, a realistic weekly time budget, and the signals that you should stop being the only owner.
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Hiring a partner manager: the profile that actually ships
How to hire a technology partner manager who ships. Hunter vs farmer, product literacy, red flags, and interview prompts that surface the real profile.
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The partner scorecard: how to rate a live technology partner
A simple 1-5 scorecard for a live technology partner: health, adoption, pipeline, and relationship, used in QBRs to decide grow, maintain, or stop.
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How to budget a technology partner program
How to budget a technology partner program at a startup: people, travel, MDF, tools, and legal. A small-team budget shape you can defend, without fake industry averages.
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How customer success should work with technology partners
How customer success and technology partners should work together: expansion, intros, churn from broken integrations, and CS as a sourcing channel.
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Aligning partnerships and product so integrations actually get built
How to align technology partnerships and product: roadmap slots, intake, scoring, the PM relationship, and a weekly ritual that keeps partner builds from dying in the backlog.
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