ARTICLES
These articles focus on the practical side of partner and channel work: what creates real commercial activity, where operating models break down, and what helps partners and Sales teams work together more effectively.
The articles are based on situations and patterns I have seen across enterprise technology roles, not abstract frameworks.
LATEST ARTICLE
Partner Management
AI probably will not replace the Partner Manager as one single event. A more realistic possibility is that it removes enough of the work around Partner Management that one person can cover more partners, or that companies need fewer people to do the same job.
Read articleMORE ARTICLES
Strategic Partnerships
Partners experience your consistency. Internal leaders often experience your visibility. Those are not always the same thing.
Read articlePartner Strategy
A practical way to assess partner programme maturity through commercial readiness, pipeline progression, portfolio contribution and vendor support.
Read articlePartner GTM
How to agree partner responsibilities for referral, co-selling, resale and implementation, including commercial expectations and changes during the sales cycle.
Read articleStrategic Partnerships
A practical hiring framework for separating partnership vocabulary from the commercial judgement, operating evidence and organisational resilience the role actually requires.
Read articlePartner Strategy
Adding partners can create reach, but it does not by itself create a route to market. A partner strategy needs commercial choices, operating discipline and a reason for both sides to invest.
Read articleEcosystem Growth
A long partner list does not create pipeline on its own. Pipeline depends on clear commercial intent, account priorities and operating discipline.
Read articleWHAT I WRITE ABOUT
I’m open to full-time roles across Europe and EMEA where my enterprise sales and partner experience are relevant.