Notes on tech partnerships, revenue, and relationships.
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Partnership relationship management for a team of one
Lightweight partnership relationship management for a team of one: CRM hygiene, cadences, notes, who to keep warm, and how not to let 40 partners go cold.
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A technology partner program checklist for US B2B SaaS
The operating checklist US SaaS teams skip: partner ICP, one commercial motion, one shipped workflow, a listing, and a number finance will not laugh at. Start here, not with a portal.
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Why tech partnerships fail, and how to stop yours from stalling
The real reasons technology partnerships stall: no owner, no scope, logo chasing, launch-and-forget, and a single contact who leaves. A prevention checklist you can run this week.
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How to work with a partner manager so the relationship ships
How to work with a partner manager: what they are measured on, how to make their job easier, a cadence that ships, and what never to dump on them.
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Deal registration for tech partners: a process that sales will use
Why deal registration exists for technology partners, the shortest process that still prevents conflict, the CRM fields you need, and SLAs your sales team will actually honor.
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Exclusive vs non-exclusive technology partnerships
When exclusivity is a trap in technology partnerships, how to limit it by geography or category, and what a startup should never give away early.
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How to negotiate partner revenue share without killing the deal
What is actually negotiable in a partner revenue share, what to leave standard, and when rev-share is the wrong lever for a technology partnership.
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ISV partner programs explained: how to join and what you actually get
What an independent software vendor (ISV) partner program really is, how to join, what tiers and listings actually give you, and how to tell a listing from a partnership.
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Market development funds for SaaS tech partnerships
What market development funds (MDF) are in SaaS technology partnerships, when a small company should offer or request them, simple rules, and how to prove spend.
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