Resources
Thoughts, best practices, and guides.
A collection of articles, talks, podcasts, and downloads — capturing ideas, experiences, and tested points of view from the partner trenches.
AIDigital PeterAsk my AI coach anything about partnerships
Everything I learned in direct sales, I needed again in partnerships
A six-lesson series applying direct-sales fundamentals — recruiting funnels, multi-threading, territory math, nurturing the nos, product depth, and adoption-curve fit — to building and activating partnerships.
Turning ICP and IPP Into the "Ideal Deal Partner"
Interview and blog with Workspan — operationalizing the tribal knowledge of the 'best' partner for a deal.
The Partner Activation Playbook
The playbook and guide to the Partner Activation Framework — a practical guide for founders, GTM executives, and partnership leaders. Not theory: a pragmatic process to operationalize partnership performance.
Partner Ecosystem Sizing Calculator
Partner Ecosystem Sizing Calculator
As discussed in the Partner Activation Playbook — Running Your Partner Algebra. An interactive calculator (and downloadable template) to model your ecosystem size and recruiting needs.
Ideal Partner Profile — the GROW Framework
The GROW Framework
Identify partners who can consistently refer high-quality opportunities that align with your company to drive new business and scale through strategic partnerships. Use the GROW Framework to evaluate and score a partner against your IPP.
You Have Too Many Partners!
You Have Too Many Partners!
An ecosystem-sizing framework to help you understand the math behind your partner team — size your team, resources, territories, and focus areas in a more structured way.
Maximizing the value of Partnerships
On B2B Agility with Greg Kihlström: the gap between the logos on a partner page and the handful that contribute to the bottom line — and how to build a program around tangible, repeatable revenue.
Ecosystem Growth Strategies for SaaS Startups
With Dialectica's Executive Community: how early-stage companies can embed partner-first thinking from day one, using ecosystem-led growth to accelerate sales cycles and reduce CAC.
A Blueprint for Cohesive SaaS Customer Experience
Beyond siloed tools for pre-sales, customer onboarding, and partner enablement. Brands invest in CX but a strategic gap remains: the neglect of employee tooling.
Missing part of the Partnering Value Prop?
Partnership Value Prop
Most teams think about their partner ecosystem one-dimensionally. The missing piece from many partner program value props — and how to expand it.
"We have great people" is not a GTM strategy
Captain Obvious — but it needs saying. As an ISV, your service provider partners need to think about how they articulate their focus.
Working with Partners
Generic PDF used in direct sales enablement sessions for working with and co-selling with partners.
Partnership and Channel are not the same thing
For enterprise products, the traditional channel model doesn't apply. Real partnership — close cooperation that looks like co-selling — is what drives growth and scale.
Partner Activation — Are you doing it wrong?
Partner Activation — Are you doing it wrong?
Plenty of content on maturing partner programs, but not enough on where it all starts: onboarding. Thoughts and experiences that have driven results activating partners.
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