System 02
Partner Channel
Recruiting, activating, and managing the partners who can open accounts your outbound team will never reach cold.
Overview
What this actually is.
Partner programmes usually fail for one of two reasons: the wrong partners get signed because logos are easier to count than pipeline, or the right partners get signed and then hear nothing for six months.
We treat partner recruitment as an acquisition motion in its own right: a target list, a value case, an onboarding sequence, and a contribution number each partner is measured against.
Scope
What the engagement covers.
Partner Target List
Which categories can actually reach your buyer. Resellers, SIs, ISVs, agencies, and advisors, ranked by account overlap.
Recruitment Outreach
The same disciplined cadence we run for accounts, aimed at partner leadership.
Joint Selling Design
Who does what on a joint deal, at which stage, and how the account is registered and protected.
Incentive Structures
Referral fees, margin, or MDF, set so the partner’s best commercial outcome is your closed deal.
Enablement Assets
The one pager, the demo path, and the objection handling a partner rep can actually use unaided.
Contribution Tracking
Partner Sourced and partner influenced pipeline reported separately, per partner.
Timeline
How it runs.
Weeks 1 to 3
Map And Target
Account overlap analysis, partner category selection, and the commercial case each category needs to hear.
Weeks 4 to 8
Recruit
Outreach to partner leadership, first agreements signed, incentive terms agreed.
Weeks 9 to 16
Activate
Onboarding, enablement, and the first joint opportunities registered. Dormant partners get reworked or dropped.
Ongoing
Manage
Quarterly partner reviews against contribution, with the bottom of the list replaced rather than carried.
Measurement
What this moves.
These are the numbers we report on and are judged against. Full definitions sit on the KPI Layer.
Partners Recruited
Partner Sourced Pipeline
Joint Opportunities Registered
Partner Contribution to Closed Revenue
Related
Often Run Alongside.
Enterprise SDR
A named outbound team working your Tier 1 list across email, phone, and LinkedIn, to a written qualification standard.
Strategic Deal Support
Commercial Intelligence, warm introductions, and close path help on the named opportunities that matter most.
Revenue Attribution
Which channel, partner, and message actually produced the deal, from first touch through to closed contract.
Next Step
Thinking about partner channel?
Bring your close rate, your contract value, and the accounts you cannot get into. We will build the model on the call.
We build and run the sales development desks behind enterprise pipeline, and we report on accepted opportunities, not activity.