Partnership insights
Practical writing on partnership development, from planning which partners you need to negotiating the agreement.
Plan partnership coverage, not a list of logos
A partnership strategy that starts with a wish list of famous names usually leaves gaps nobody notices until launch. Start from what the objective needs instead.
Strategy
Prospect or partner: count only what is signed
Calling every company you talk to a partner makes the pipeline look healthy and hides where deals actually stall. A stricter vocabulary fixes both.
Pipeline
How to read a counterparty's redline
When a term sheet comes back marked up, the tracked changes are only part of the story. Five checks that catch what a quick read misses.
Negotiation