Notes on tech partnerships, revenue, and relationships.
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OEM partnerships for SaaS: when embedding is the right deal
When an OEM partnership is the right SaaS deal, who owns the customer, how pricing and support work, and the trap of giving away the relationship.
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When your tech partner also competes with you
How to handle a technology partner who overlaps with you: complementary overlap, where to draw the line, co-opetition, and when to walk away.
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Partner lead sharing that does not leak or stall
What to share with a technology partner, how to handle consent, how to route leads, how to keep speed-to-lead real, and how to close the feedback loop so the partner keeps sending.
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Revenue share vs referral fees for technology partners
When revenue share and referral fees each fit a technology partnership, what you are actually paying for, and simple commercial rules a startup can use.
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White-label vs co-brand: choosing how the partnership shows up
How to choose white-label vs co-brand in a technology partnership: brand, support, SEO, and customer ownership, and when to stay co-branded.
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How to expand a live technology partnership
How to deepen a working SaaS partnership: more scope, a new motion from referral to co-sell, more regions, or a second integration, without pretending activity is growth.
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The first 90 days of a technology partnership
A week-by-week plan from signed intent to a scoped build or first referral, so the first 90 days of a technology partnership produce work, not a quiet Slack channel.
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How many technology partners does a startup actually need?
Capacity math for a SaaS partner list. One shipped partnership beats twenty logos, plus a working number by stage so you stop collecting names.
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How to revive a stalled technology partnership
Diagnose silence versus conflict versus no owner, use a restart script, and know when to stop trying to revive a technology partnership.
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