Partnership economics benchmarks
Channel/KOL: 5–40% first-year revenue share, 1/2 on renewal, 1/4 on 2nd-year renewal. Integrated tech partnership: 20–80% of revenue. Hosted tech: need to cross a business threshold with them.
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Partnership rules (Trupeer session)
Two early-stage startups rarely work in partnership. Partnerships can't be the whole GTM motion. No CXO involvement = weak partner-market-fit. Prerequisites: something unique, traction, fast 'aha' moment, PRM, proper agreements + landing pages + lead/rev-share mechanisms. Tech partnerships need certifications and easy integration (MCP, API, SDK) — expect to do the integration work yourself.
Enterprise cycle reality
Enterprise cycle is slow — 17 people on the decision stack. Plan for it. Reading list: John Chambers, SPIN Selling, Challenger Sale, JOLT Effect (decisive vs indecisive buyers). Buyer Experience as a differentiator. SaaS build-vs-buy framing → recurring/outcome pricing.