XY Learn · Value Scale
Channel Partner Design
Borrowed distribution — designed so the economics still work.
Δ Channel
Duration
2 days
Hours
8 hours (4 hours/day)
Delivery
Online, live cohort or private team
Who it's for
Founders, partnerships and commercial leads
The hook
Partners can multiply your reach or quietly consume your margin. The difference is entirely in the design.
Intent · Design a partner programme — tiers, economics, enablement and governance — that produces sourced pipeline rather than logo slides.
Take this if
Six signals you are leaking this value
01
Partnerships announced, no pipeline follows
02
Margin given away with no volume commitment
03
Partners cannot sell without your team in the room
04
Channel conflict with direct sales
05
No partner-sourced metric exists
06
Marketplace listings sit dormant
About the course
We map the partner landscape by economic role — reseller, referral, integration, OEM, marketplace, service delivery — and design each relationship around who does what work and who earns which margin.
Enablement is the deciding factor: partners sell what is easiest to sell and most profitable for them.
2026 additions: cloud marketplace motions (AWS/Azure/GCP co-sell), ecosystem-led growth, API and integration partnerships as distribution, and AI platform app-store dynamics.
Tools you will use
- Partner archetype map
- Programme economics model
- Deal registration flow
- Enablement kit template
Prerequisite
A working direct sales motion to extend.
Curriculum
What we cover, hour by hour
01 · Landscape and fit
- Partner archetypes and economic roles
- Where partners add value your team cannot
- Conflict mapping with direct sales
- Prioritising the first five partners
02 · Economics and structure
- Margin, referral fees and co-sell splits
- Tiering and commitment mechanics
- Cloud marketplace listings and co-sell
- Contract, MDF and governance basics
03 · Enablement and measurement
- Partner playbook and certification
- Joint value proposition and co-marketing
- Deal registration and pipeline hygiene
- Partner-sourced and partner-influenced metrics
Key takeaways
- A prioritised partner map
- Programme economics that hold margin
- A partner enablement kit
- Measurement of sourced vs influenced revenue
You leave with
- Partner programme design
- Tier and margin structure
- Enablement kit
- Governance cadence
Measured value
The numbers this course is meant to move
| Metric | Target |
|---|---|
| Partner-sourced pipeline | > 20% of new pipeline within 2 quarters |
| Blended margin | Above floor after partner economics |
| Active partners | ≥ 3 producing deals independently |
Run this with your team
Cohort seats or a private team session — 8 hours (4 hours/day), delivered online and applied to your own venture.
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