Emerging Markets
One Size Does Not Fit All
A channel model built for Frankfurt can be disqualifying in Lagos. Why emerging-market partner economics need designing separately from the start.
Read the piece →Insights
Operator Notes on Partner Revenue
Written from inside the engagements — attribution, co-sell mechanics, fractional partner leadership and channel funding. No frameworks for their own sake.
Published
Operator notes
Written from inside the engagements. Each piece links to the service it draws on.
Co-Sell Architecture
The Partner of the Year System
Microsoft, AWS and Google publish what they measure. Awards follow execution data, not relationships. Four components, and why they only work together.
Read the piece →Channel Economics
What MSP and MIP Partners Want
MSPs do not want your product, they want a business. Two distinct motions, the margin architecture that earns commitment, and the pressure nobody budgets for.
Read the piece →Channel Strategy
The AI-Native Channel
Marketplaces and AI are killing thin transactional roles, not the channel. What each partner type has to become, and what it means for your program.
Read the piece →Partner Leadership
Leading a Partner Team at Any Size
Twenty years running teams across five continents. Three disciplines most treat as opposites, and why they travel into organisations you did not build.
Read the piece →Partner Program Design
Five Things to Avoid Building a Partner Channel
A signed agreement is a permit, not a channel. Seventy percent of partners quit or quietly stop selling. Five mistakes, and the one metric that matters.
Read the piece →Hyperscaler Migration
Moving a Partnership to Microsoft
Companies shifting partner focus from AWS or Google to Microsoft hit the same three obstacles. What they are, why they are structural, and where to aim first.
Read the piece →M&A Integration
Partner GTM After an Acquisition
Overlapping resellers, colliding registrations and two sets of hyperscaler agreements. Notes from eight integrations at Microsoft, Avaya and Noventiq.
Read the piece →
In progress
On the desk
Outlined and scheduled. Each is live as a URL so the structure is stable, but the argument is still being written.
Attribution
What Counts as Partner Revenue
Sourced, influenced, sourced-and-influenced, touched. Four words finance treats very differently, and the one definition that survives an audit.
In progress →Channel Funding
The Unclaimed Partner Funding Problem
Development funds, migration credits and joint GTM budgets go unspent every year. The application mechanics, eligibility traps, and who gets funded.
In progress →Partner Leadership
The Eighteen-Month Partner Leader
Partner leadership turns over faster than the relationships it rests on. What leaves with the person, what stays, and how to build for the second case.
In progress →Omer also writes on cybersecurity, AI governance and leadership. That work lives at omerpro.com.
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Score your partner program in four minutes
Twelve questions across attribution, co-sell motion, partner coverage and governance. Runs entirely in your browser — nothing is sent anywhere.