Write the partner's reason to participate.
Describe the customer's problem and how the combined offer helps. Identify the partner's benefit, such as service revenue, product adoption, retention, or access to a relevant buyer. Verify the benefit in a conversation. Avoid assuming an ecosystem listing creates an incentive for field sellers to engage.
- Name the customer segment and shared use case.
- Describe what each side contributes and receives.
- Identify the person who can approve and run the pilot.
Choose one repeatable motion.
Select a referral, co-selling, implementation, or embedded product motion. Define the first account selection criteria and introduction request. Agree data-sharing permissions before exchanging records. For cloud or software ecosystems, check the current program's eligibility and requirements directly before promising access or benefits.
- Set a small account scope and a review date.
- Define the buyer-facing offer and qualification rules.
- Assign introduction, follow-up, and solution responsibilities.
Measure the pilot without double counting.
Track introductions, accepted opportunities, stage progress, and completed commercial outcomes. Define sourced and influenced pipeline separately. Record the partner contribution and the underlying account evidence. If neither team acts, review the incentive, timing, and account fit before adding more partners.
- Use an agreed source and influence definition.
- Review both teams' actions and blockers.
- Decide whether to continue, change, or stop the pilot.