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 →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.
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 →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 →M&A Integration
Partner GTM After an Acquisition
Overlapping resellers, conflicting margins, two sets of hyperscaler relationships, one quota. Notes from eight integrations on the first ninety days.
In progress →Marketplace
Transacting Through Cloud Marketplaces
A listing is not a channel. What actually moves revenue through AWS, Azure and GCP marketplaces, and why committed-spend drawdown changes things.
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 →Free, no account
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.