Partnerships Framework One-Pager

About This Framework

The Partnerships Framework One-Pager is a visual blueprint for building profitable partnership programs. It distills years of partnership best practices into a single page you can use to align your team and guide your execution.

Why Use This Framework

Most partnership programs lack a coherent framework:

• Activities are tactical and disconnected
• No clear path from strategy to execution
• Teams work in silos without alignment
• Difficult to explain what "good" looks like

This framework provides a mental model for partnership success.

The Framework Elements

1. Strategy Foundation

Business Alignment

• Partnership tied to business objectives
• Clear value hypothesis
• Defined success metrics
• Executive sponsorship

Market & Partner Selection

• Target markets and segments
• Ideal Partner Profile (IPP)
• Competitive positioning
• Ecosystem strategy

2. Program Design

Partner Types & Tiers

• Reseller, referral, technology, services, strategic
• Multi-tier structure (bronze, silver, gold, platinum)
• Entry and ongoing requirements
• Benefits and economics

Value Exchange

• What partners receive (revenue, enablement, support)
• What you receive (distribution, integration, services)
• Economic model (commission, revenue share, fees)
• Non-economic value (data, feedback, innovation)

3. Partner Journey

Discovery & Recruitment

• Partner sourcing and outreach
• Value proposition and pitch
• Qualification process
• Application and approval

Onboarding & Enablement

• Contracting and legal
• Technical integration
• Training and certification
• Sales and marketing enablement

Activation & Growth

• First customer milestone
• Joint business planning
• Co-marketing and co-selling
• Performance optimization

Retention & Advocacy

• Quarterly business reviews
• Program tier advancement
• Renewal and expansion
• Case studies and references

4. Capabilities & Operations

Team & Organization

• Roles and responsibilities
• Partner managers and solutions engineers
• Operations and enablement
• Executive oversight

Systems & Processes

• Partner portal and PRM
• Deal registration
• Lead distribution
• Partner support

Content & Enablement

• Partner portal content
• Training and certification
• Sales playbooks
• Marketing collateral

5. Metrics & Optimization

Leading Indicators

• Partner pipeline and recruitment
• Activation and certification rates
• Activity and engagement
• Joint opportunities created

Lagging Indicators

• Partner-influenced revenue
• Partner-sourced revenue
• Win rate with vs. without partners
• Customer retention and NPS impact

Optimization

• Regular program reviews
• Partner feedback loops
• Experimentation and testing
• Continuous improvement

How to Use

Print and Share

The one-pager is designed to be:

• Printed - Hang on your wall or desk
• Shared - Distribute to team and stakeholders
• Presented - Use in executive reviews
• Referenced - Guide your daily decisions

Map Your Current State

For each element, assess:

• ✅ In place and working well
• ⚠️ Exists but needs improvement
• ❌ Missing or not defined

Identify Gaps

Focus on elements that are:

• Critical to success
• Currently missing or weak
• Quick wins vs. long-term investments
• Dependencies that block other work

Build Your Roadmap

Prioritize improvements:

1. Foundation first - Strategy and alignment
2. Program design - Clear structure and economics
3. Journey optimization - Smooth partner experience
4. Capabilities - Team, systems, content
5. Metrics - Measure and optimize

Use Cases

Launching a New Partnership Program

Use the framework to:

• Ensure you're addressing all elements
• Sequence work appropriately
• Avoid common pitfalls
• Build stakeholder alignment

Diagnosing Partnership Challenges

When partnerships underperform:

• Map current state to framework
• Identify root causes
• Prioritize improvements
• Track progress over time

Communicating to Executives

Use the one-pager to:

• Show comprehensive partnership approach
• Highlight areas of investment
• Demonstrate maturity and sophistication
• Build confidence in partnership team

Who This Is For

• Partnership Leaders - Designing and running programs
• Executives - Understanding partnership approach
• Investors - Evaluating partnership strategy
• Consultants - Advising clients on partnerships
• Students - Learning partnership best practices

What's Included

• Partnerships Framework One-Pager (PDF)
• Visual framework diagram
• Element descriptions and definitions
• Implementation guide with sequencing recommendations
• Self-assessment worksheet

Benefits

• Comprehensive View - See all partnership elements in one place
• Mental Model - Shared language for partnership discussions
• Gap Analysis - Identify what's missing
• Roadmap Guidance - Prioritize improvements
• Stakeholder Alignment - Common framework across teams

Related Resources

• Partner Strategy Map - Define your strategic approach
• Partner Program Sheet - Document program details
• Partner LifeCycle Planner - Map the partner journey

Get Started

Get free access to the Partnerships Framework one-pager and start building better partnership programs today.