Playbook / Lessons / Partners and paid growth
StartupsMake your first partner want the deal to work
Balfour's guide to partnerships says that growing through other companies' distribution works best after product-market fit. He describes stages from sizing the opportunity to closing the deal and managing the relationship afterwards. In closing, he says the partner needs a real stake in the outcome.
“You want your partner to have a vested interest in the deal.”— Brian Balfour, From 0 to 2 Million Daily Active Users: A Guide To Growing via Partnerships, Sep 2013
Do this
Rewrite your next partner proposal this week so that the partner earns revenue, or loses something, depending on how the integration performs.