# Partner Enablement > Create enablement materials for channel partners, co-sell partners, and technology partners — partner playbooks, co-sell guides, joint value propositions, and partner onboarding kits. Use this skill when building partner sales materials, co-selling strategies, channel partner programs, joint go-to-market motions, or when someone says "enable our partners", "partner playbook", "co-sell guide", "channel partner kit", or "help partners sell our product". Also trigger when someone mentions partner ecosystem, alliance management, channel strategy, or co-marketing. Use when this capability is needed. - Skill: `tomevault-io/partner-enablement-2` (Agent Skill, multi-file: 2 files) - Install (CLI): `npx skillmds@latest add tomevault-io/partner-enablement-2` - Raw SKILL.md: https://api.skillmd.com/api/skills/tomevault-io/partner-enablement-2/raw - Safety review: pending - Works with: Claude Code, Claude.ai, OpenAI Codex - Category: Marketing & Growth - Author: tomevault-io (https://skillmd.com/u/tomevault-io) - Updated: 2026-09-17 - Page: https://skillmd.com/skills/tomevault-io/partner-enablement-2 --- # Partner Enablement Help channel, co-sell, and technology partners sell your product effectively. Partners are an extension of your sales team — but they have less context, less training, and less urgency. The materials need to be simpler, more self-serve, and more opinionated than internal enablement. ## Partner Types - **Channel Partners / Resellers:** Sell your product as part of their portfolio - **Co-sell Partners:** Sell alongside you into shared accounts - **Technology Partners:** Integrate with your product and bring joint solutions to market - **Referral Partners:** Send leads your way for a commission - **Services Partners:** Implement your product for customers Each type needs different enablement — a reseller needs a full playbook; a referral partner needs a one-pager. --- ## How It Works ``` ┌─────────────────────────────────────────────────────────────────┐ │ PARTNER ENABLEMENT │ ├─────────────────────────────────────────────────────────────────┤ │ DELIVERABLES │ │ 1. Partner Playbook — Complete selling guide for partners │ │ 2. Co-Sell Guide — How to run joint opportunities │ │ 3. Joint Value Prop — Combined messaging for the partnership │ │ 4. Partner Onboarding Kit — Everything a new partner needs │ │ 5. Deal Registration Guide — How to register and track deals │ │ 6. Partner Battle Card — Competitive positioning for partners │ ├─────────────────────────────────────────────────────────────────┤ │ KEY PRINCIPLE │ │ Partner materials must be simpler than internal materials. │ │ Partners have less time, less context, and more products to │ │ sell. Make it dead simple to understand, position, and sell. │ ├─────────────────────────────────────────────────────────────────┤ │ SUPERCHARGED (when you connect your tools) │ │ + ~~CRM: Partner-sourced deal data and win rates │ │ + ~~CRM: Partner deal pipeline and conversion metrics │ │ + ~~CRM: Customer profiles for partner success stories │ │ + ~~data enrichment (ZoomInfo): Partner company research │ │ + ~~data enrichment (ZoomInfo): Partner customer tech stacks │ │ + ~~data enrichment (Clay): Partner company enrichment │ │ + ~~data enrichment (LinkedIn): Partner contact profiles │ │ + ~~data enrichment (LinkedIn): Partner company updates │ │ + ~~conversation intelligence (Gong): Partner call patterns │ │ + ~~conversation intelligence (Gong): Joint call recordings │ │ + ~~chat: Partner feedback and deal discussions │ └─────────────────────────────────────────────────────────────────┘ ``` --- ## Execution Flow ### Step 0: Automatic Data Pull (Before Asking the User Anything) **CRITICAL:** Before asking for partner context, pull data from connected tools. Partner materials are strongest when grounded in real deal data from the partner channel. #### CRM Data Pull Check if you have access to CRM tools (look for tools containing `search_crm_objects`, `get_crm_objects`, or similar). If CRM tools ARE available: 1. **Pull partner-sourced deals.** Search `deals` for deals associated with the partner (by partner name, source, or deal type). - Properties: `dealname`, `amount`, `dealstage`, `closedate`, `createdate`, `pipeline`, `hubspot_owner_id`, `dealtype`, `description`, `closed_won_reason`, `closed_lost_reason` - Compute: partner channel win rate, avg deal size, avg cycle length 2. **Identify partner ICP from won deals.** Pull companies associated with partner-sourced won deals. - Properties: `name`, `industry`, `numberofemployees`, `annualrevenue` - Pattern: Which company profiles win through the partner channel? → Feeds "Who To Sell This To" 3. **Pull buying committee from partner wins.** Get contacts from partner-sourced won deals. - Properties: `firstname`, `lastname`, `jobtitle`, `email` - Pattern: Which titles appear in partner-closed deals? → Feeds "Best-Fit Personas" 4. **Analyze partner losses.** Pull closed-lost deals from partner channel. - Common loss reasons → Feeds "Common Objections" and training focus areas 5. **Check partner pipeline.** Pull open deals from partner channel. - Stage distribution → Shows where partners get stuck (enablement gap) #### Sales Intelligence Data Pull **ZoomInfo** (if available): 1. **Research the partner company.** Use `zoominfo_search_company` with the partner's company name. - Company size, focus areas, customer base → Tailor materials to partner's context 2. **Get partner customer tech stacks.** Use `zoominfo_get_tech_stack` on partner's existing customer base. - Common tech stacks → Integration positioning for the partner playbook **Clay** (if available): 1. **Enrich the partner company.** Use `clay_enrich_company` with the partner domain. - Growth signals, recent changes, market positioning → Partner context **LinkedIn** (if available): 1. **Get partner contact profiles.** Use `linkedin_get_profile` for partner sales leadership. - Background, priorities, communication style → Tailor materials to partner audience 2. **Search partner company updates.** Use `linkedin_search_companies` for partner company. - Recent initiatives, focus areas, market positioning → Align materials to partner strategy #### Gong Data Pull Check if you have access to Gong tools (look for tools prefixed with `gong_`). If Gong tools ARE available: 1. **Find partner co-sell calls.** Use `gong_search_calls` with the partner company name. - How do partner reps currently position your product? 2. **Analyze joint call patterns.** Use `gong_get_call_stats` on partner-involved calls. - Talk-to-listen ratios, topics covered → Where do partners struggle? 3. **Extract positioning gaps.** Use `gong_get_transcript` on partner-led calls. - Where do partners misspeak about features or value props? → Training focus #### Chat Data Pull If chat tools are available (`slack_search_public`, `slack_search_public_and_private`): 1. Search for the partner name in partner/channel channels 2. Surface partner feedback, deal questions, and enablement requests 3. Look for common questions partners ask — these reveal enablement gaps #### Present What You Found > "I pulled data for the **[Partner]** channel: **[N] partner-sourced deals** in the last [period] — **[X]% win rate** with **$[X] avg deal size**. Per CRM, partners win most with **[company profile]** companies, and common loss reasons include **[reasons]**. [If Gong:] Found **[N] joint calls** — partners tend to [positioning pattern]. [If ZoomInfo:] Partner focuses on **[market/industry]** with **[N] customers**. Building partner materials now..." ### Step 1: Gather Remaining Context After the auto-pull, ask ONLY for what the tools couldn't provide: - **Partner type** — Channel, co-sell, technology, referral, or services? - **Deliverable** — Playbook, co-sell guide, joint value prop, onboarding kit, or battle card? - **Partner-specific context** — Margin structure, deal registration process, support SLA - **Relationship nuance** — What the partner cares about, their competitive landscape ### Step 2: Generate Partner Materials Build using ALL evidence. Use partner-channel deal data as primary evidence. Cite sources: "Per CRM (partner deals):", "Per Gong (joint calls):", "Per ZoomInfo:", "Per Slack:". Keep materials simpler than internal equivalents — partners have less time and context. ### Step 3: Store Insights - Update `memory/deal-patterns.md` with partner channel patterns discovered - Update `memory/content-registry.md` with new partner enablement assets - Log in `memory/changelog.md` --- ## Getting Started - "Build a partner playbook for our channel resellers" - "Create a co-sell guide for our partnership with [Partner]" - "Help me build a joint value proposition with [Technology Partner]" - "Create an onboarding kit for new partners" - "Build a partner-facing battle card for our competitive landscape" --- ## Output: Partner Playbook ```markdown # Partner Sales Playbook: [Your Product] **For:** [Partner Type] Partners **Version:** [X.0] **Last Updated:** [Date] --- ## Your 60-Second Pitch [The simplest possible explanation of what the product does, who it's for, and why they should care. If a partner can't explain this in a meeting without preparation, the pitch is too complex.] --- ## Who To Sell This To ### Ideal Customer | Attribute | Detail | |-----------|--------| | Company size | [Range] | | Industry | [Top 3] | | Trigger event | [What makes them ready to buy now] | ### Best-Fit Personas **Primary:** [Title] — [What they care about in one sentence] **Secondary:** [Title] — [What they care about] ### Qualifying Questions Ask these three questions. If the prospect answers "yes" to two or more, they're a fit: 1. "[Simple qualifying question]" 2. "[Question]" 3. "[Question]" --- ## How to Position ### Lead with this: > "[One sentence value proposition that works in any conversation]" ### Avoid saying: - [Common mistake partners make when positioning] - [Technical detail that confuses prospects at this stage] ### Customer Proof Point "[Customer X] deployed [your product] and saw [specific result] in [timeframe]." --- ## Pricing & Deal Structure | Tier/SKU | Price | Partner Margin | Notes | |----------|-------|---------------|-------| | [Tier] | $[X] | [X]% | [When to recommend] | --- ## Common Objections (Top 3) ### "[Objection 1]" > "[Simple response — one paragraph max]" ### "[Objection 2]" > "[Response]" ### "[Objection 3]" > "[Response]" --- ## Deal Registration & Support **How to register:** [Simple steps] **Support contact:** [Who to reach out to] **Demo support:** [How to get a demo for their prospect] **SLA:** [Response time for partner requests] --- ## Resources | Resource | What It Is | Link | |----------|-----------|------| | Demo video | [Description] | [Link] | | One-pager | [Description] | [Link] | | Case study | [Description] | [Link] | ``` --- ## Design Principles for Partner Content 1. **Shorter is better.** Partners won't read 20 pages. Keep it under 5. 2. **Decision-ready, not information-rich.** "Sell this to companies with 50-500 employees" not "our product scales from SMB to enterprise." 3. **Scripted, not conceptual.** Give them exact words to say, not messaging frameworks. 4. **Self-serve.** Partners won't attend your training. Make materials that work without explanation. 5. **Focus on WIIFM.** What's in it for the partner? Lead with their margin, their customer value, their competitive advantage. --- ## Related Skills - **battle-cards** → Simplified competitive cards for partner use - **playbook-builder** → Full playbooks adapted for partner context - **buyer-persona** → Simplified personas for partner qualification - **campaign-to-field** → Joint marketing campaigns translated for partner field teams --- > Converted and distributed by [TomeVault](https://tomevault.io/claim/jbalbu01) — claim your Tome and manage your conversions.