Notes on tech partnerships, revenue, and relationships.
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Aligning partnerships and sales so co-sell is not a side quest
How to align technology partnerships and sales: compensation, deal registration, account ownership, enablement, and a shared forecast so co-sell is part of the job.
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Partnerships team structure: from a team of one to a small function
How to structure a technology partnerships team from a single owner to a small function. Roles, when to split, reporting lines, and a RACI you will actually use.
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Building trust in technology partnerships
How to build trust with technology partners through reliability, follow-through, no surprise announcements, shared credit, and small promises you actually keep.
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How to find the right person at a partner company
How to find the person who can actually say yes at a partner company: partner manager vs PM vs alliances vs founder, title patterns, LinkedIn search, and who is only a router.
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How to pitch a technology partnership (without a 20-page deck)
How to pitch a technology partnership with a shared-customer opener, a one-pager, a short send list, and a follow-up that books a meeting instead of a chase.
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How to start a technology partner program from zero
A minimum viable technology partner program for a startup: partner ICP, one commercial motion, one owner, the first three partners, and why you do not need a portal yet.
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Multi-threading partner relationships so they survive a job change
Why single-threaded partnerships die when one person leaves, and how to add a second contact, an exec sponsor, Slack, and CS before you need them.
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Partner ecosystem strategy for B2B SaaS
How to decide what your partner ecosystem is for (growth, retention, or enterprise), map adjacent categories, and sequence the first year so the strategy becomes a short list you can run.
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Partner outreach that actually gets a reply
Partner outreach that gets replies: warm versus cold, customer-led intros, sequences a busy partner manager will tolerate, and subject-line principles rather than spam copy.
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