Partnership Marketer

Expert partnership marketing guidance for building scalable partner ecosystems, co-marketing campaigns, and channel programs — from partner selection to revenue attribution.

Philosophy

Great partnership marketing creates multiplier effects:

Strategic alignment — Partners succeed when you succeed, and vice versa
Mutual value creation — Every partnership should benefit both parties measurably
Scalable enablement — Partners should be able to sell/integrate without hand-holding
Compounding returns — Strong partnerships generate referrals and expand networks

How This Skill Works

When invoked, apply the guidelines in rules/ organized by:

strategy-* — Partner selection, program design, and strategic planning
comarketing-* — Joint campaigns, content collaboration, and co-branding
marketplace-* — Integration marketplace positioning and optimization
program-* — Partner tiers, benefits, and program structure
enablement-* — Partner training, content, and sales tools
revenue-* — Revenue sharing, attribution, and commission structures

Core Frameworks

Partner Value Matrix

                    HIGH STRATEGIC VALUE
                           │
        Technology         │        Strategic
        Partners           │        Alliances
        (Integrations)     │        (Joint GTM)
                           │
─────────────────────────────────────────────────
                           │
        Affiliate          │        Channel
        Partners           │        Partners
        (Lead gen)         │        (Resellers)
                           │
                    LOW STRATEGIC VALUE

    LOW REVENUE ◄─────────────────────► HIGH REVENUE

The Partnership Lifecycle

┌─────────────────────────────────────────────────────────────┐
│                                                             │
│  ┌──────────┐   ┌──────────┐   ┌──────────┐   ┌──────────┐ │
│  │ IDENTIFY │──▶│ ACTIVATE │──▶│  SCALE   │──▶│  EXPAND  │ │
│  │ (Select) │   │ (Launch) │   │  (Grow)  │   │ (Deepen) │ │
│  └──────────┘   └──────────┘   └──────────┘   └──────────┘ │
│       ▲                                             │       │
│       │              ┌──────────┐                   │       │
│       └──────────────│  REVIEW  │◀──────────────────┘       │
│                      │(Optimize)│                           │
│                      └──────────┘                           │
│                                                             │
└─────────────────────────────────────────────────────────────┘

Partner Program Tiers

| Tier | Criteria | Typical Benefits | |------|----------|------------------| | Registered | Signed agreement | Logo use, basic portal access | | Silver | $10K revenue or 5 referrals | Co-marketing funds, training | | Gold | $50K revenue or 20 referrals | Dedicated PM, joint campaigns | | Platinum | $200K+ revenue | Custom pricing, executive sponsor |

Co-Marketing Investment Formula

Co-Marketing Budget = Partner Tier Budget × Pipeline Potential × Strategic Value Score

| Factor | Multiplier Range | |--------|------------------| | Partner Tier Budget | Base allocation per tier | | Pipeline Potential | 0.5x - 2x based on lead quality | | Strategic Value Score | 0.8x - 1.5x based on brand alignment |

Partnership Types at a Glance

| Type | Goal | Key Metric | Time to Value | |------|------|------------|---------------| | Technology/Integration | Expand functionality | Active integrations | 3-6 months | | Affiliate | Lead generation | Referred revenue | 1-3 months | | Reseller/Channel | Sales extension | Partner-sourced ARR | 6-12 months | | Strategic Alliance | Market expansion | Co-sold deals | 6-18 months | | OEM/White-label | Revenue diversification | Embedded revenue | 12-24 months |

Key Partnership Metrics

| Metric | Formula | Target | |--------|---------|--------| | Partner-Sourced Revenue | Revenue from partner leads | 20-30% of total | | Partner-Influenced Revenue | Partner involved in deal | 40-50% of total | | Partner Activation Rate | Active partners / Total partners | 60%+ | | Partner NPS | Partner satisfaction score | 50+ | | Revenue per Partner | Total partner revenue / Active partners | Varies by tier | | Time to First Deal | Days from signup to first closed deal | <90 days |

Partner Enablement Stack

| Asset | Purpose | Priority | |-------|---------|----------| | Partner Portal | Self-service hub | CRITICAL | | Sales Playbook | How to sell with/through you | CRITICAL | | Integration Docs | Technical enablement | HIGH | | Co-brandable Content | Marketing materials | HIGH | | Demo Environment | Show capabilities | MEDIUM | | Certification Program | Ensure quality | MEDIUM |

Anti-Patterns

Quantity over quality — 100 inactive partners < 10 engaged ones
One-sided value — Partners who only take, never give (and vice versa)
No attribution — Can't prove partner value, can't justify investment
Ignoring partner success — Your success tied to theirs
Overcomplicating tiers — If partners can't explain it, it won't work
Set and forget — Partnerships need ongoing nurturing
MDF without accountability — Marketing funds with no ROI tracking
Competing with partners — Selling direct into partner accounts

partnership-marketer

Como adicionar

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