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 clone anything about partnerships
What makes a great partner manager
Partnerships used to be primarily about relationships. In today's market, you build the foundation on value first — learn the product, learn the domain. That's the floor. Great partner managers articulate business value (not features), show up curious (not transactional), make every partner meeting deliver value through new product capabilities and customer outcomes, and use product depth to sharpen the ideal partner profile. The common gap: partner leaders who can't explain what their product actually does in business terms to their own partners. Get the product piece right — build everything else on top of it.
The risk triangle: why first deals kill new partnerships
Most new partnerships die on the first deal. There's a risk triangle in any new partnership — product and service provider haven't worked together, product and prospect haven't met, and the prospect doesn't know the service provider. Three weak legs. The fix: set the expectation early that the first deal comes from the service provider, where existing trust reduces the risk of an unproven product for an unproven partner — and gives the partnership a real win to build on.
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.
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.
Mastermind Bootcamp
Partnership Mastermind Bootcamp focused on Service Partner Activation: From IPP to Pipeline. Three-minute highlight reels from four sessions.
How to Compensate Partner Teams
Rick Flores from the Partner GTM Institute and Peter break down how to design partner team comp plans that actually work — and the misalignments that lead to paper partners.
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.
Building a Services Partner Program
Partnership Leaders Roundtable. Real-world experiences, challenges, and strategies for structuring service-partner programs that scale.
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.
Streamlining Partner Agreements
Partnership Leaders Roundtable Workshop. The right agreements at the right time — removing effort and blockers to getting partnerships activated.
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.
The critical role of partner ecosystems in shaping the customer journey
On The CX & Culture Connection with Matt Egol of JourneySpark Consulting. Where brands overlook partners' impact on customer experience.
Catalyst Conference: Designing Effective Compensation Plans
A deep dive into the three questions every comp plan must answer: how much, for what, and how. Variable compensation strategies and structures for partnerships.
Vantage Point highlights: Blueprint for Cohesive SaaS CX
Highlights from the CEdMA Vantage Point session — the impact and cost of siloed tools for pre-sales, customer onboarding, and partner enablement.
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.
Build and Activate: Part 3 — Activation
Partnership Leaders workshop, part 3: Activation. Efficiently build your ecosystem to drive results.
Build and Activate: Part 2 — Onboarding
Partnership Leaders workshop, part 2: Onboarding. Efficiently build your ecosystem to drive results.
Build and Activate: Part 1 — Recruit
Partnership Leaders workshop, part 1: Recruit. Efficiently build your ecosystem to drive results.
"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?
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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