Engagement notes, executive memos, reference architectures, and case studies from inside our consulting practice. Less marketing, more meaningful, the things we’d send a CRO or Partner Executive after a working session.
A working template for the partner economics briefing we deliver to every incoming CRO. Covers the revenue waterfall, the partner influenced share ramp, the MDF investment case, and the three stakeholder tensions every new CRO inherits in the first 90 days. A read for anyone who’s ever been asked “what would you do in the first 100 days?”
From external technographic signals through the collaboration layer, the reference stack we deploy on every engagement, with explicit guidance on why each layer matters and what fails when it’s skipped.
How an 18 agent rollout took Lumera’s 200 partner ecosystem to 47% co sell win rate, $127M in influenced pipeline, and a CFO grade forecast that held within ±4%. Walk the full operating model end to end in our live demo.
Mapping NERC CIP, CMMC, and IEC 62443 deadlines into a partner motion that auto routes deals to MSSPs and SIs by vertical coverage. The pattern translates well to any vendor whose pipeline is gated by regulatory calendar.
Six structural reasons for forecast pipeline variance in partner influenced revenue, and the weekly reconciliation cadence that closes the gap. Includes the variance memo template our Forecast Reconciliation agent produces.
The case for resisting the temptation to onboard ten partners at Pilot. Tight iteration loops with two anchor partners produce a working operating model in 16 weeks. Twenty partners produces a deck.
You can read the health of a ecosystem platform in 30 minutes by watching the CMO and CRO interact about MDF. Six diagnostic patterns we use in Phase 01 to assess the strength of that peer relationship.
How we evaluate production AI agents on accuracy, latency, stakeholder quality, and safety. The same framework we install during Phase 03 and operate continuously through Run. Includes the weekly eval report template.
Why most partner health score initiatives stall. A diagnostic for whether your environment is ready to run a Health Score Monitor, and the data layer prerequisites we install before the model goes anywhere near production.
The three artifacts a Partner Executive should be able to put in front of the CFO at any time: the per partner P&L, the MDF deployment scorecard, and the partner influenced ARR waterfall. Includes templates.
Selected case studies from our practice. Names redacted by default; we’ll walk through the unredacted version under NDA on a working call.
The engagement: an 18 agent rollout for Lumera, Inc., a public financial intelligence SaaS, sequenced across two quarters, sponsored by CRO Helena Sato and Partner Executive Diana Olszewski. Pillar 1 (Onboarding) and Pillar 2 (Co Sell) shipped in the first 8 weeks. Pillar 3 (Enablement) and Pillar 4 (Revenue Intelligence) shipped in weeks 8 14. Cross cutting QBR Builder + Co Marketing Orchestrator + Roadmap Intelligence shipped in parallel.
Two anchor partners (Deloitte + PwC) ran the live co sell motion through Pilot. By Q2 of Run, the program was producing $127M in partner influenced pipeline + $48M in partner sourced pipeline against CRO Sato’s FY27 commitment of 50%+ partner influenced share.
The engagement: a compliance anchored partner motion across MSSPs, regional SIs, OT security specialists, and OEM partners. Auto mapping of NERC CIP, CMMC, IEC 62443, FDA, and HIPAA deadlines into a quarterly pipeline rhythm, with deal routing to the partner whose vertical certification matches the customer’s regulatory calendar.
Where the financial SaaS engagement was activity triggered, this one was calendar triggered. The Compliance Coach agent ran continuously against the regulatory feed, surfacing deals 90 days before the customer’s audit window opened. The partner’s sales team was warm before the customer started looking.
The engagement: building a single partner P&L view across the GSI’s 12 most strategic vendor relationships, SAP, Oracle, Workday, Snowflake, ServiceNow, Salesforce, Adobe, AWS, Microsoft, Google Cloud, Databricks, and a regional vendor. Surfaced $52M of "hidden" co sell pipeline inside the existing client base, opportunities where the technographic signal said a vendor should be involved, and the client partner hadn’t made the call yet.
Certified consultant supply model layered on top. For the first time, the GSI’s practice leaders could see which vendor’s next 50 certified consultants drove the next $20M of practice revenue, and prioritize certification investment accordingly.
We send one quarterly field memo, long form, 4,000 5,000 words, written by a partner of the firm. Covers one operating model question in depth, with the templates and frameworks we use in the practice. Sent to partner leaders who’ve opted in. Nothing else.
Subscribe to the field memo