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skills/partnership-development/SKILL.md

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+# Partnership Development
+
+**Strategic partnerships, channel development, and ecosystem building**
+
+## Partnership Strategy Framework
+
+### Partnership Types
+
+1. **Strategic Alliances** - Long-term collaboration for mutual benefit
+2. **Channel Partnerships** - Distribution and reseller relationships
+3. **Technology Integrations** - Product-to-product connections
+4. **Co-Marketing** - Joint marketing initiatives and campaigns
+5. **Reseller/Affiliate** - Revenue sharing arrangements
+
+### Partnership Selection Criteria
+✅ Strategic alignment with company goals
+✅ Market reach and customer base
+✅ Brand fit and reputation
+✅ Resource commitment capability
+✅ Cultural compatibility
+✅ Technical compatibility (for integrations)
+
+---
+
+## Partnership Development Process
+
+### Stage 1: Identification (Week 1-2)
+- Market mapping and research
+- Partner prospect list creation
+- Opportunity sizing
+- Initial outreach and interest validation
+
+### Stage 2: Qualification (Week 3-4)
+- Strategic fit assessment
+- Capability evaluation
+- Reference checks
+- ROI projection
+
+### Stage 3: Negotiation (Week 5-8)
+- Value proposition alignment
+- Terms and structure discussion
+- Resource commitment agreements
+- Success metrics definition
+- Legal and compliance review
+
+### Stage 4: Onboarding (Week 9-12)
+- Kick-off meeting
+- Training and enablement
+- System integration (if applicable)
+- Launch planning
+- Joint go-to-market strategy
+
+### Stage 5: Management (Ongoing)
+- Regular check-ins (weekly/monthly)
+- Performance tracking
+- Issue resolution
+- Relationship nurturing
+- Optimization and growth
+
+---
+
+## Partnership Models
+
+### Revenue Sharing Models
+
+**Commission Structure**
+```
+Tier 1 (0-$100K): 15% commission
+Tier 2 ($100K-$500K): 20% commission
+Tier 3 ($500K+): 25% commission
+```
+
+**Deal Registration**
+- First to register gets credit
+- 30-day protection period
+- Prevents channel conflict
+
+**Performance Incentives**
+- Quarterly bonuses for hitting targets
+- SPIFFs for strategic products
+- Annual rewards for top partners
+
+### Co-Selling Model
+- Lead sharing between partners
+- Joint opportunity pursuit
+- Split credit and commission
+- Coordinated sales process
+
+### White Label / OEM
+- Partner brands the product
+- Customization allowed
+- Support model defined
+- Pricing structure agreed
+
+---
+
+## Partner Enablement
+
+### Training Programs
+
+**Level 1: Foundation** (2 hours)
+- Product overview
+- Value proposition
+- Target customers
+- Competitive positioning
+
+**Level 2: Sales** (1 day)
+- Sales methodology
+- Demo certification
+- Objection handling
+- Pricing and packaging
+
+**Level 3: Technical** (2 days)
+- Implementation
+- Integration
+- Troubleshooting
+- Architecture
+
+**Level 4: Advanced** (3 days)
+- Solution design
+- Custom integrations
+- Advanced use cases
+- Certification exam
+
+### Partner Portal
+- Deal registration system
+- Training materials and certifications
+- Co-marketing resources
+- Technical documentation
+- Support ticketing
+- Pipeline and commission tracking
+
+### Marketing Support
+- Co-branded collateral
+- Joint webinars
+- Event sponsorship
+- Lead generation campaigns
+- Social media toolkit
+- Case study development
+
+---
+
+## Partnership Governance
+
+### Partner Agreement Components
+1. **Scope**: Products, territories, customer segments
+2. **Term**: Duration and renewal terms
+3. **Responsibilities**: Each party's obligations
+4. **Pricing**: Discounts, margins, payment terms
+5. **Support**: Who handles what level of support
+6. **IP**: Intellectual property rights
+7. **Termination**: Exit clauses and wind-down
+
+### Performance Management
+
+**Monthly Reviews**
+- Pipeline review
+- Deal status updates
+- Marketing activity
+- Issues and blockers
+
+**Quarterly Business Reviews (QBRs)**
+- Performance vs. targets
+- Market trends and opportunities
+- Strategic planning
+- Resource needs
+- Relationship health
+
+**Annual Strategic Planning**
+- Goal setting for next year
+- Investment discussions
+- Expansion opportunities
+- Contract renewal
+
+---
+
+## Partnership Metrics
+
+### Pipeline Metrics
+- Partner-sourced opportunities
+- Partner-influenced opportunities
+- Average deal size
+- Win rate with partner involvement
+- Sales cycle length
+
+### Revenue Metrics
+- Partner-sourced revenue
+- Partner-influenced revenue
+- Revenue per partner
+- Growth rate
+- Profit margins
+
+### Engagement Metrics
+- Active partners (deals in last 90 days)
+- Training completion rate
+- Portal login frequency
+- Marketing activity participation
+- Co-selling opportunities
+
+### Satisfaction Metrics
+- Partner satisfaction score (PSAT)
+- Net Promoter Score (NPS)
+- Partner retention rate
+- Contract renewal rate
+
+---
+
+## Partner Tiers & Benefits
+
+### Platinum (Top 5%)
+- Highest discounts (30-40%)
+- Dedicated partner manager
+- Priority support
+- Co-marketing budget ($50K+)
+- Executive engagement
+- Product roadmap input
+
+### Gold (Top 15%)
+- High discounts (25-30%)
+- Shared partner manager
+- Enhanced support
+- Co-marketing budget ($25K)
+- Quarterly reviews
+- Beta access
+
+### Silver (Top 30%)
+- Standard discounts (20-25%)
+- Standard support
+- Marketing development funds ($10K)
+- Portal access
+- Training resources
+
+### Bronze (All others)
+- Base discounts (15-20%)
+- Community support
+- Self-service portal
+- Standard training
+
+---
+
+## Channel Conflict Resolution
+
+### Prevention Strategies
+- Clear territory definitions
+- Deal registration system
+- Account assignment rules
+- Pricing guidelines
+- Conflict escalation process
+
+### Resolution Framework
+1. **Identify**: Document the conflict
+2. **Investigate**: Gather facts from all parties
+3. **Mediate**: Facilitate discussion
+4. **Decide**: Apply partnership rules
+5. **Communicate**: Inform all parties
+6. **Prevent**: Update rules to avoid future conflicts
+
+---
+
+## Technology Integration Partnerships
+
+### Integration Types
+- **Native**: Built into core product
+- **API**: Programmatic connection
+- **Marketplace**: App store listing
+- **Webhook**: Event-driven sync
+
+### Integration Development Process
+1. Technical discovery call
+2. Use case validation
+3. API documentation review
+4. Development sprint (2-4 weeks)
+5. Testing and QA
+6. Beta customer pilot
+7. General availability launch
+8. Joint marketing
+
+### Integration Success Metrics
+- Installation rate
+- Active usage
+- Customer satisfaction
+- Support ticket volume
+- Revenue attribution
+
+---
+
+## Best Practices
+
+### Partner Recruitment
+- Target partners with existing customer relationships
+- Look for complementary (not competing) solutions
+- Prioritize quality over quantity
+- Start with pilot program before scaling
+
+### Partner Communication
+- Regular cadence (don't go dark)
+- Be transparent about product roadmap
+- Share customer success stories
+- Celebrate wins together
+
+### Mutual Value Creation
+- Think win-win-win (you, partner, customer)
+- Invest in partner success
+- Co-create solutions
+- Share market insights
+
+### Long-term Relationship Building
+- Face-to-face meetings when possible
+- Executive sponsorship
+- Joint strategic planning
+- Continuous enablement