# Partnerships & Ecosystem — Extended Reference

Use this file for deeper guidance on specific partnership sub-domains.
The main SKILL.md covers the operational framework; this file provides extended
context for complex scenarios.

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## 1. Alliance Due Diligence Checklist

### Strategic Fit
- [ ] Overlapping ICP segments identified and quantified
- [ ] Complementary capabilities mapped (what each party brings)
- [ ] Competitive landscape analysed (are we competitors in any segment?)
- [ ] Joint value proposition drafted and validated with 3+ potential customers
- [ ] Executive sponsor identified on both sides

### Commercial Fit
- [ ] Revenue model agreed (rev-share %, referral fee, reseller margin)
- [ ] Year 1 revenue target set with assumptions documented
- [ ] Investment requirements quantified (headcount, budget, technology)
- [ ] MDF / co-op fund allocation agreed
- [ ] Payment terms and invoicing process defined

### Operational Fit
- [ ] RACI matrix drafted for first 90 days
- [ ] Governance structure agreed (exec sponsors, steering committee, working groups)
- [ ] Communication tools selected (Slack Connect, shared channels, etc.)
- [ ] CRM / PRM integration plan defined
- [ ] Deal registration process agreed

### Legal & Compliance
- [ ] NDA executed
- [ ] Data protection impact assessment completed (GDPR, CCPA, etc.)
- [ ] IP ownership and licensing terms drafted
- [ ] Non-compete / non-solicit scope defined
- [ ] Termination and exit provisions agreed
- [ ] Multi-jurisdictional regulatory mapping completed (if applicable)

### Cultural Fit
- [ ] Decision-making speed assessed (are they fast/slow relative to us?)
- [ ] Risk appetite aligned (conservative vs aggressive)
- [ ] Communication style compatible (formal/informal, async/sync)
- [ ] Reference calls with their existing partners completed (min 2)
- [ ] Values alignment confirmed (ethics, quality, customer-centricity)

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## 2. RACI Matrix Template for Partnerships

| Activity | Your Company | Partner | Joint |
|---|---|---|---|
| Partner programme strategy | **R/A** | C | — |
| Joint business plan creation | R | R | **A** |
| Co-marketing campaign design | R | R | **A** |
| Lead generation & capture | R | R | I |
| Lead distribution & follow-up | **A** | **A** | I |
| Deal registration | I | **R/A** | — |
| Co-selling / joint calls | R | R | **A** |
| Technical integration | R | R | **A** |
| Customer onboarding | **R/A** | C | — |
| QBR preparation & execution | R | R | **A** |
| Escalation management | R | R | **A** |
| Contract renewal / renegotiation | **R/A** | R | — |

R = Responsible, A = Accountable, C = Consulted, I = Informed

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## 3. Partner Scorecard Methodology

### Scoring Framework
Score each partner quarterly on a weighted composite:

| Category | Weight | Metrics |
|---|---|---|
| Revenue Performance | 30% | Revenue vs target, deal close rate, average deal size |
| Pipeline Health | 20% | Active pipeline value, deal registrations, conversion rate |
| Engagement | 20% | Training completion, portal logins, QBR attendance, campaign participation |
| Customer Success | 15% | CSAT/NPS for partner-delivered customers, retention rate, support escalations |
| Strategic Value | 15% | Market access, brand halo, innovation contribution, reference customers |

### Performance Cohorts
- **Top Performers (80–100%)** — Invest disproportionately. Executive attention. Joint innovation.
- **Growth Partners (60–79%)** — Targeted enablement. Clear improvement plan. 90-day review.
- **At Risk (40–59%)** — Structured improvement plan with milestones. Monthly check-ins. 60-day decision.
- **Exit Candidates (<40%)** — Honest conversation. Managed transition or graceful exit.

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## 4. Co-Selling Playbook

### Pre-Call Preparation
1. Review shared account intelligence (Crossbeam / Reveal overlap data)
2. Identify joint value proposition for this specific account
3. Assign roles: who leads the call, who presents technical/business value
4. Prepare objection handling for "why both of you?"
5. Agree on next steps and follow-up ownership

### During the Call
1. Unified introduction — one story, not two pitches
2. Customer problem first — then joint solution
3. Each party speaks to their strength; never repeat each other
4. Live demo of integration / combined workflow if applicable
5. Clear CTA with defined next step and owner

### Post-Call
1. Joint debrief within 24 hours
2. Shared meeting notes in CRM (both parties)
3. Follow-up owner sends recap to customer within 48 hours
4. Pipeline updated with stage, close date, and partner attribution
5. Escalate blockers immediately — don't let them fester

---

## 5. MDF (Market Development Funds) Framework

### Allocation Model
| Tier | MDF Allocation | Approval Process |
|---|---|---|
| Platinum | Up to 10% of partner-sourced revenue | Pre-approved annual budget with quarterly review |
| Gold | Up to 5% of partner-sourced revenue | Proposal-based, approved by partner manager |
| Silver | Campaign-specific matching funds | Proposal-based, approved by marketing lead |

### Eligible Activities
- Joint events and webinars
- Co-branded content creation
- Digital advertising campaigns targeting shared ICP
- Customer reference programmes
- Trade show co-sponsorship
- Partner enablement events

### ROI Measurement
For every MDF dollar spent, track:
- Leads generated
- Pipeline created
- Revenue closed
- Cost per lead / cost per opportunity
- Campaign-to-close time

**Rule: No MDF without measurement. Every fund allocation requires a pre-agreed success metric and post-campaign report.**

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## 6. Multi-Jurisdictional Partnership Considerations

When operating partnerships across borders (UK, EU, US, Africa, etc.):

| Dimension | Considerations |
|---|---|
| Data Protection | GDPR (EU/UK), CCPA (US), POPIA (SA), DPA (Zambia) — data sharing agreements required |
| Payment Regulation | FCA (UK), Bank of Zambia, FinCEN (US), Estonian FSA — licensing implications for payment partnerships |
| Tax | Transfer pricing, withholding tax on cross-border payments, VAT/GST on services |
| IP | Jurisdiction of IP registration, enforcement mechanisms, choice of law |
| Employment | Can partners hire on your behalf? Independent contractor vs employment classification |
| Currency | Hedging requirements, payment currency, FX exposure management |
| Contract Law | Governing law and jurisdiction clauses, enforceability across borders |
| Sanctions | OFAC (US), EU sanctions lists, UN sanctions — partner screening required |

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## 7. Glossary

| Term | Definition |
|---|---|
| CAM | Channel Account Manager |
| Co-Selling | Joint sales effort with both parties actively participating |
| Deal Registration | Partners register deals to claim priority and protect margins |
| ELG | Ecosystem-Led Growth |
| EQL | Ecosystem-Qualified Lead |
| ICP | Ideal Customer Profile |
| IPP | Ideal Partner Profile |
| JBP | Joint Business Plan |
| MDF | Market Development Funds |
| MOU | Memorandum of Understanding |
| NPS | Net Promoter Score |
| PLV | Partner Lifetime Value |
| PRM | Partner Relationship Management (software) |
| QBR | Quarterly Business Review |
| RACI | Responsible, Accountable, Consulted, Informed |
| SAL | Sales Accepted Lead |
