Partnership Development
Partnership Types
| Type | Value Exchange | Example |
|---|---|---|
| Technology | Integration, co-build | API partners |
| Reseller | Distribution | Channel partners |
| Referral | Lead generation | Affiliate partners |
| Strategic | Market expansion | Joint ventures |
Partnership Evaluation
Fit Assessment
- Strategic alignment: Do our goals align?
- Market overlap: Do we reach similar customers?
- Technical compatibility: Can we integrate?
- Cultural fit: Can we work together?
Value Exchange
- What do we bring?
- What do they bring?
- Is it balanced?
Partnership Stages
- Identification: Find potential partners
- Qualification: Assess fit and value
- Negotiation: Define terms and expectations
- Onboarding: Enable the partnership
- Management: Nurture and grow
- Review: Assess and optimize
Partner Agreement Essentials
- Revenue sharing / referral fees
- Territory / exclusivity
- Marketing rights
- Support responsibilities
- Term and termination
- Success metrics