In the market

Distributor

What Distributor feels is stuck, and who still owns it.

Scenes they enter

Partner & channel revenue

01 · Recruit

Who should be in the programme — and why would they join?

02 · Activate

What gets a partner deal-ready before they embarrass both sides?

03 · Align

Where is the overlap, and who already has the warm path?

Pain: two partners sell the same account blind
Job: See who already has a relationship, then walk in with a specific reason instead of a cold pitch to the same buying group.
Unstuck by: The high-value touchpoint: who already has a relationship, before anyone books a cold meeting into the same account.
Still owns: Partner manager
Way: Crossbeam

04 · Sell

How does a partner register, quote, and show up prepared?

Pain: distributor cannot find the pack
Job: Put the right asset and next step in front of a partner who is prospecting, maturing pipeline, or walking into a negotiation.
Unstuck by: Partner-facing enablement is the same job as seller enablement — current content and deal plays — with partner-tier permissioning.
Still owns: Partner manager
Way: Highspot

05 · Protect margin

What stops a discount, rebate, or conflict from eating the deal?

What they owe the next person

Failure: The distributor cannot find the current pack.

One way this gets unstuck

Pain: distributor cannot find the pack
Job: Put the right asset and next step in front of a partner who is prospecting, maturing pipeline, or walking into a negotiation.
Unstuck by: Partner-facing enablement is the same job as seller enablement — current content and deal plays — with partner-tier permissioning.
Still owns: Partner manager
Way: Highspot

Pain: two partners sell the same account blind
Job: See who already has a relationship, then walk in with a specific reason instead of a cold pitch to the same buying group.
Unstuck by: The high-value touchpoint: who already has a relationship, before anyone books a cold meeting into the same account.
Still owns: Partner manager
Way: Crossbeam