gtm-partnership-architecture

# Partnership Architecture Build and scale partner ecosystems that drive revenue and platform adoption. These aren't theory — they're patterns from building partner programs that drove 8-figure ARR and observing partnerships with real economic commitment. ## When to Use **Triggers:** - "How do I structure a partner program?" - "Should we build this or partner for it?" - "Partner-led vs direct sales motion" - "Ecosystem strategy" - "How to recruit and tier partners" - "Co-marketing with partners" - "When does a partnership actually matter?" **Context:** - Building partnership program from scratch (0→1) - Scaling existing program (1→100) - Evaluating build vs partner decisions - Structuring partner deals and economics - Planning partner GTM motions --- ## Core Frameworks ### 1. Real Partnerships Require Skin in the Game **The Pattern:** Most "partnerships" are co-marketing theater. Joint webinars, logo swaps, press releases. No economic commitment. No real skin in the game. Real partnerships look different: - Economic commitment (spend, revenue share, co-investment) - Product roadmap alignment (features built for the partnership) - Executive sponsorship (leadership engaged quarterly) - Mutual risk (both sides can fail if it doesn't work) **How to Tell the Difference:** Ask: "If this partnership fails, what does each side lose?" If the answer is "nothing" — it's not a partnership. It's a handshake. The best partnerships I've seen involved uncomfortable commitments ...