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partner-channel-operations

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Partner and channel operations for B2B SaaS: programme design, partner enablement, co-selling, deal registration, and ecosystem-led growth. Use when the user mentions partner programme, channel strategy, partner enablement, co-sell, deal registration, partner onboarding, partner tiers, ecosystem-led growth, partner-sourced pipeline, partner health scoring, partner QBR, ideal partner profile, IPP, referral partners, resellers, VARs, implementation partners, GSIs, MSPs, partner portal, MDF, partner attribution, partner revenue, or partner operations. Also trigger when someone says 'we need partners to scale,' 'our partner programme isn't producing,' 'how do we structure partner tiers,' 'partners aren't bringing deals,' or 'we want to build an ecosystem.' BOUNDARY: covers partner OPERATIONS (programme design, enablement, pipeline, reporting). For GTM org design and capacity, see gtm-planning. For handoff design between partner and direct, see revops-handoffs. For HubSpot implementation, see revops-hubspot.

skills/rutger-katz/partner-channel-operations/SKILL.md

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# Partner & Channel Operations

## The Partner Operating Model

Partner-driven revenue is becoming table stakes in B2B SaaS. The data is clear: partner-involved deals close 46% faster and are 53% more likely to close (Crossbeam State of Partner Ecosystem, 2023; 500+ GTM leaders), producing 32-60% larger deal sizes (Introw, 2024; Crossbeam case studies). Mature programmes source 25-40%+ of total revenue, and partner-involved accounts are 58% less likely to churn (Crossbeam, 2023). But most partner programmes fail. Not because of bad partners, but because of bad operations.

The operating model has five components:

```
1. PROGRAMME DESIGN: Who do we partner with? What's the structure?
2. PARTNER ENABLEMENT: How do we make partners successful?
3. CO-SELLING OPERATIONS: How do we work deals together?
4. PARTNER PIPELINE OPS: How do we track and manage partner pipeline?
5. PARTNER PERFORMANCE: How do we measure, review, and optimise?
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