01 · Recruit
Recruit
Who should be in the programme — and why would they join?
A play · one sale type
Partner & channel revenue
A vendor recruits, activates, enables, prices through, co-sells with, and rewards resellers, SIs, referral partners, marketplaces, or alliances — without losing margin, ownership, or customer context.
Who is on stage
Swipe the scenes.
Recruit, activate, co-sell, and grow through partners.
02 · Activate
Activate
What gets a partner deal-ready before they embarrass both sides?
03 · Align
Align
Where is the overlap, and who already has the warm path?
04 · Sell
Sell
How does a partner register, quote, and show up prepared?
05 · Protect margin
Protect margin
What stops a discount, rebate, or conflict from eating the deal?
06 · Grow
Grow
Who sourced or influenced the revenue — and who is dormant?
Leaky handoffs
What they owe the next person.
SDRHands over
notesThe thing that must arrive
SellerMust be able to use it
Failure: The call notes are forgotten before the next meeting.
SellerHands over
deckThe thing that must arrive
Application engineerMust be able to use it
Failure: The deck is a tour the buyer cannot follow.
Partner managerHands over
packThe thing that must arrive
DistributorMust be able to use it
Failure: The distributor cannot find the current pack.
Partner managerHands over
overlap listThe thing that must arrive
SellerMust be able to use it
Failure: Two partners sell the same account blind.
SuccessHands over
handoverThe thing that must arrive
SupportMust be able to use it
Failure: Tickets pile up and nobody takes over.
SellerHands over
quoteThe thing that must arrive
Sales opsMust be able to use it
Failure: The number came from memory, not the current price list.
01 · Recruit · relief
What is stuck in this scene.
- Pain
- visitor leaves unanswered
- Job
- Help a visitor understand the offer, trust the brand, and choose a next step without hunting.
- Unstuck by
- A generated or static page still needs a governed conversation: accurate answers, brand voice, qualification and handoff. Not the site generator.
- Still owns
- Marketer
- Way
- HEA-WorldFounding partner
03 · Align · relief
What is stuck in this scene.
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- 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 · relief
What is stuck in this scene.
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- 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
- deck the buyer cannot follow
- Job
- Get from a brief to a shareable story fast, then pair it with an approved content library so the room does not invent claims.
- Unstuck by
- First pick when the job is ‘get a story on slides today’, not a brand-system rebuild.
- Still owns
- Seller
- Way
- Gamma
05 · Protect margin · relief
What is stuck in this scene.
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr
06 · Grow · relief
What is stuck in this scene.
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari