Turn B2B software partnerships into predictable revenue
The Partnership Growth Engine™ is a five-stage operating framework for building B2B partnerships that contribute measurable revenue — moving partnership organizations from activity to outcomes.
Focus on what moves revenue
Define the partnership segments, motions and revenue outcomes that actually matter to your business — and explicitly rule out the rest.
What it covers
- Revenue outcome definition
- Partner segment prioritization
- Motion selection (resell, co-sell, OEM, tech)
Select the right partners
Qualify partners against a clear, repeatable criteria set so you invest behind relationships with real revenue potential — not just logos.
What it covers
- Partner qualification criteria
- Fit and overlap assessment
- Pipeline and reach evaluation
Structure for mutual value
Design commercial models, agreements and joint value propositions that align incentives and make the partnership worth executing for both sides.
What it covers
- Commercial model & economics
- Joint value proposition
- Agreement and incentive design
Activate with a joint plan
Launch enablement, joint go-to-market plans and plays that convert partner relationships into pipeline and revenue — not activity.
What it covers
- Partner enablement & certification
- Joint go-to-market plan
- Co-sell plays and campaigns
Scale what works
Instrument, govern and expand the partnerships that produce results into a repeatable, predictable revenue engine.
What it covers
- Revenue attribution & reporting
- Governance and QBR cadence
- Program expansion and tiering
The Partnership Growth Engine™
A practical executive playbook for turning B2B software partnerships into predictable revenue.
The playbook goes beyond the five-stage framework with practical guidance for selecting the right partners, structuring commercial models, activating partners with sales, measuring sourced and influenced revenue, scaling globally, and navigating marketplaces and AI.
Included with the playbook
- 100-Point Partner Scorecard
- CEO Partnership Diagnostic
- Partner Business Plan Template
- Partnership QBR Template
- 90-Day Implementation Framework
Put the engine to work for your partnerships
Schedule a conversation to see how the framework applies to your partnership portfolio.
Schedule a Conversation