Partner segmentation and recruiting
Partner segmentation and recruiting strategy by role, region, and solution fit
Channel & Alliance Programs
Build a partner program for 2025-2026, with the right ecosystem mix, clear rules, and GTM execution that drives measurable revenue.
12wk
Time to first pipeline
10-25
Priority partners engaged
4
GTM motions activated
100%
Operator-led delivery
How the engagement runs
Diagnose
We assess where you are today in channel & alliance programs — current partners, motions, gaps, and the highest-leverage moves for 2025-2026.
Design
We translate the diagnosis into a working plan: segmentation, partner targets, program design, incentives, and the operating cadence.
Build
We stand up the assets, integrations, and enablement that make the program real — PRM, co-sell motion, marketplace plays, and partner-facing materials.
Activate
We drive recruitment, co-sell, and joint GTM with priority partners so the program ships measurable pipeline, not slideware.
Scope of work
Strategy & program design
- Partner ecosystem map and prioritization
- ICP and partner segmentation
- Program structure, tiers, and economics
- Operating cadence and governance
- Success metrics and attribution
- 90-day execution roadmap
Platform & integrations
- PRM selection and configuration
- CRM, marketplace, and data integrations
- Reporting dashboards and pipeline visibility
- Deal registration and co-sell workflows
- Partner portal and onboarding flows
- Security, contracting, and compliance
Recruitment & activation
- Target partner identification and outreach
- Co-sell motion design with hyperscalers and platforms
- Joint offers, packaging, and pricing
- Marketplace listing and private offers
- First-cohort onboarding and enablement
- Field alignment with sales and CS
Enablement & operations
- Partner playbooks and sales kits
- Technical and product training
- Marketing collateral and co-marketing assets
- QBR and partner success cadence
- Performance reviews and tiering reviews
- Ongoing operator-led program support
12-week trajectory
01
Weeks 1-2: Discovery & assessment
Kickoff, stakeholder interviews, ecosystem and competitive mapping, and a clear read on where leverage is hiding.
02
Weeks 3-4: Strategy & priorities
Define ICP, partner segmentation, motion priorities, success metrics, and the operating model required to deliver them.
03
Weeks 5-6: Build & enablement
Stand up the program assets, integrations, partner-facing materials, and the internal enablement to support them.
04
Weeks 7-10: Activate & co-sell
Launch partner outreach, co-sell motions, and joint GTM execution. Pipeline starts moving.
05
Weeks 11-12: Measure & iterate
Track partner-sourced pipeline, retention, and expansion. Tighten what works, kill what doesn't.
What you walk away with
Onboarding, enablement, and self-service
Onboarding, enablement, and self-service assets partners actually use
Incentive, governance, and deal
Incentive, governance, and deal rules aligned to revenue outcomes
Co-sell and marketplace GTM
Co-sell and marketplace GTM playbooks with measurable pipeline impact
Partner-sourced pipeline
A measurable book of partner-influenced and partner-sourced deals tied to revenue, not anecdotes.
Repeatable motion
An operating system your team can run independently — not a deck that goes stale.
Ready to operationalize Channel & Alliance Programs?
Let's discuss how Channel & Alliance Programs fits your ecosystem and what the first 90 days look like. Schedule a 30-minute call with an operator — no pitch, just a working conversation.
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