Playbooks, benchmarks, and frameworks for partner programs, deal registration, co-selling, MDF, and channel attribution. Written for channel chiefs, VPs of Partnerships, and partner ops leads.
A channel chief's playbook for a deal registration program partners trust. Includes the 9 required fields, 3 approval rules, and conflict policy that make it work.
StrategyMove beyond gold, silver, bronze. A rubric for partner tier gates, benefits, and mechanics that pull partners upmarket and increase certified rep counts.
MetricsThe 7 partner and channel KPIs that predict revenue and survive board scrutiny. Plus the two vanity metrics VPs of Partnerships should stop presenting.
PlaybooksThe three handoff points where co-sell deals collapse, and the operating cadence that keeps them alive. For channel chiefs and VPs of Partnerships.
PlaybooksA week-by-week plan to launch a B2B partner program in 90 days. ICP, tiering, deal reg, enablement, and the first three partners live by day 90.
OperationsSix ways a deal reg spreadsheet leaks channel revenue: slow approvals, missed conflicts, forgotten payouts, and the quarterly reconciliation tax nobody accounts for.
OperationsA tactical guide to closing deal registration conflicts fast: the evidence checklist, decision tree, and language that ends disputes without losing partners.
FrameworksA channel attribution framework for VPs of Partnerships. When to use sourced vs influenced, how to split credit, and which rules survive board scrutiny.
BenchmarksA CFO-ready ROI model for a PRM investment. Six line items, typical ranges, and payback math for a mid-market B2B software channel program.
ComplianceThe security, data residency, and CRM-write questions RevOps must answer before any PRM touches Salesforce or HubSpot. A compliance checklist.