Playbook
Grow Partnerships
Recruit partners who multiply your reach beyond what you can do alone.
Partner prioritization matrix
Every partner placed on the SOM-by-value 2x2 with a next-best-action per quadrant, so your time goes to the highest-leverage partners.
Opens laterIntegration adoption rate with a build-next ranking
Per-integration adoption rate over the overlapping base it can actually serve, health-flagged, plus a build-next ranking by addressable market.
50 creditsAccount-overlap matrix with a partner
A 3x3 overlap matrix showing how many accounts intersect across each funnel-stage pairing with a partner, with totals and the biggest cell flagged.
Opens laterRevenue Zone understandings, beliefs, and readiness gates
I get a structured definition of my Revenue Zone for one product: exactly three understandings and three beliefs (each mapped to demand or trust) plus the budget and impending-event readiness questions, so my team and partners share one bar for 'ready to buy'.
50 creditsRevenue Zone Matrix prospect classification grid
I get a structured grid that plots each of my prospects on demand (awareness/interest/demand) and trust (know/like/trust) and derives which of the three zones they sit in, with no prospect left unplaced.
50 creditsProspect readiness register on budget and impending event
I get a structured readiness register: for each prospect already in the Revenue Zone, whether they clear the budget gate and have a named impending event, and a derived purchase-ready verdict that requires both, so reps stop forecasting deals with no trigger.
50 creditsBest co-selling rep pairs with a partner
The short ranked list of your-rep-to-partner-rep pairs who share the most open accounts, so you set up the few high-yield co-selling calls.
Opens laterScored brickyard inventory of demand-and-trust touchpoints
I get a structured brickyard: every brick sorted into the five areas (online presence, content, offerings, ecosystem, internal team), scored on the three fixed dimensions, with a ready/cracked/missing status per brick and per-area counts that match the bricks, ready to assemble into a journey.
50 creditsPartner brick contribution map for the buyer journey
I get a structured map of which bricks each partner (reseller, distributor, dealer, agency, consultant, or sales agent) contributes to my Yellow Brick Road, with each brick tied to a specific milestone 1 to 5 and rated on whether it creates demand and builds trust, so I can see where the partner ecosystem supports the journey and which milestones have no partner brick at all.
50 creditsFive-milestone Yellow Brick Road journey of ordered bricks
I get a complete buyer-journey roadmap: my five milestones echoed in order with milestone 5 flagged as the Revenue Zone, each backed by exactly five bricks drawn from the brickyard I provide, numbered 1 through 25 in milestone order, with my digital-first minimum met across milestones 1 and 2.
50 creditsOnline-presence audit for demand, trust, and journey impact
I get a structured audit of my online presence: each surface, across website, branded search, social media, and review sites, rated on create-demand, build-trust, and potential-impact using fixed scales, with a short written note per surface and every negative-impact surface flagged.
50 creditsTime-boxed V3 onboarding velocity plan with day offsets
I get a structured onboarding plan that turns the V3 'velocity' principle into a dated sequence: each step has a day-offset from signature, an owner, and the V3 component it serves, with the first-value step guaranteed to fall within my target window.
50 creditsV3 post-sale revenue-expansion plan per customer
I get a structured post-sale expansion plan for each new customer: concrete velocity/value/validation actions, expansion opportunities tagged by the three types, and a defined ambassador path, so revenue expansion is planned not left to chance.
50 creditsPartner-sourced vs influenced revenue and lift
Counts and won-revenue split partner-sourced / influenced / no-partner, with the comparative lift (close rate, deal size, days-to-close) of partner deals vs the rest.
50 creditsScored BD partner pipeline with a warm-intro focus set
You get an exhaustive, consistently structured pipeline of candidate BD partners for your space, scored and narrowed to a focus set with warm-intro targets flagged.
50 creditsAffiliate compensation plan with the payout math shown
A complete affiliate compensation plan for one offer: the payout model, the per-sale cost and payout math shown and internally consistent, the payout compared against the pay-half-the-profit benchmark, and the network-vs-own-program decision recorded with its setup details.
50 creditsOne-page BD term sheet across the six key terms
A simple one-page business-development term sheet covering deal lifetime, exclusivity, payments, commitment, guarantees, and revenue sharing, filled in with your deal's specifics.
50 creditsELG readiness score with the adopt-or-wait call
A placement on the value-proposition axis and the company-scale axis of the ELG readiness matrix, the quadrant those placements imply (WAIT, INVEST, EXPLORE, or EXPAND) with the book's standard call for it, a rationale per placement grounded in your own evidence, and a velocity note on which way the company is heading.
50 credits
Also part of this playbook, opening soon:
- Draft a partnership agreement