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Approach

If the partner number is not in the forecast, it is not a number.

Every engagement is run the way an operator runs a quarter: a baseline, a small number of motions, a weekly cadence, and rules the CFO signs.

Principles

01

Count it like the rest of the forecast

Partner-sourced and partner-influenced revenue are measured separately, by motion and by platform, under attribution rules the CFO approves before anyone celebrates a number.

02

One platform, one motion, first

Effort spread across every program produces registrations. Effort concentrated on one platform and one motion produces closed deals. A second motion follows once the first runs without outside help.

03

Inside the sales cadence, not beside it

Partner pipeline is reviewed in the same weekly meeting as the rest of the pipeline, with the same stages and the same standard for commit.

04

Hire the permanent leader once the motion is proven

Every engagement includes the role specification for the permanent partner leader and hands-on help hiring that person.

The co-sell motion

A shared opportunity has to cross from your team to the platform’s team and back before it reaches commit. Each handoff is a place it can stall.

Your teamPlatform team01Accounts agreed02Opportunityshared03Accepted04Joint accountplan05Private offer06In commit

Simplified. Each platform runs its own process.

The 90-day shape

Days 1 to 30

Focus

  • Baseline partner revenue by motion
  • Audit co-sell and marketplace pipeline
  • Choose one platform and one motion

Milestone
Target account list agreed

Days 31 to 60

Build

  • Opportunity-sharing process, end to end
  • Attribution rules the CFO signs off
  • Seller enablement and comp alignment

Milestone
First opportunities accepted

Days 61 to 90

Run

  • Weekly partner pipeline review
  • First platform deals in commit
  • Role specification for the permanent leader

Milestone
Partner line in the forecast

Working with the firm

Who does the work
Jason Henry, on every engagement. One to three engagements a year.
How it starts
A working session on your partner pipeline, then a written scope.
Scope and terms
Set out in a Statement of Work.
Confidentiality
Client names and engagements are never published without written permission. NDAs are honored as written.

Next step

Start with a working session.

Bring your partner pipeline as it stands and leave with a view of where a partner line could enter the forecast.

Book a working sessionEmail Jason