37 lessons, four tracks. Read in order, or jump. Each lesson is a long article with a worked example, exercises, and an artifact for your hiring packet. No videos. The writing is the course.
The role · 6 lessons
The job is not events and logos. It is a book of relationships, a commercial motion, and a shipped workflow.
02 · 14 min · The roleYou do not need a partnerships title first. You need proof you can pick, open, and ship one relationship.
03 · 15 min · The roleDo not start by signing five partners. Start by mapping the book, killing dead weight, and shipping one.
04 · 11 min · The roleWriting, judgment, and enough technical literacy to scope. Not event planning. Not a full CS degree.
17 · 11 min · The roleSame family of titles. Different weeks. Learn which seat you are applying for before you rewrite the CV.
18 · 12 min · The roleReporting line decides whether you can ship. Learn to read it before you accept the offer.
The craft · 15 lessons
Start from demand you already have. Tag every named tool in sales and CS. Then score. Then pick five.
06 · 12 min · The craftCustomer pull times distribution upside. Build cost is the tie-breaker. Logos are not a criterion.
07 · 14 min · The craftLead with named shared customers and a scoped use case. Qualify their review time and their owner. Leave with a date or a no.
08 · 13 min · The craftReferral, co-sell, revenue share, marketplace take rate. Pick the one a seller can explain.
09 · 16 min · The craftYou still have to write the scope. Objects, direction, auth, errors, and what done means.
10 · 12 min · The craftOne sentence, one page, one demo path, one FAQ. That is the kit. Do not build a university.
11 · 10 min · The craftA Monday book review, two real conversations, one internal unblock. That is a week. Not 40 check-ins.
12 · 11 min · The craftPartners signed is not a result. Installs, active connections, and influenced pipeline are. Learn the difference before your first QBR with a CEO.
19 · 13 min · The craftOne page: shared customers, the workflow, what you need, what you will not do. This is the artifact that gets the meeting.
20 · 11 min · The craftA clean no is part of the job. Ghosting and eternal ‘later’ are how books rot.
21 · 12 min · The craftpartner@ is a mailbox. You need the human who owns app review, integrations, or the book.
22 · 13 min · The craftA QBR is not a recap lunch. It is adoption, pipeline, the next build, and a deepen / hold / sunset call.
23 · 12 min · The craftA dropdown, a definition of sourced vs influenced, and a rule both sellers can see. Software comes later.
24 · 14 min · The craftYou translate customer pull into a scope they can schedule. You do not throw partner logos over the wall.
25 · 12 min · The craftCS hears the workflow. Partnerships turns those tickets into a ranked book. That loop is the job.
Ship and list · 7 lessons
Category, hook, workflow screenshot, setup time. You are writing for a buyer who already lives in that platform.
27 · 13 min · Ship and listRead the public checklist. Budget the real wait. Listed is not the same as visible.
28 · 12 min · Ship and listShipped code is not a launch. Listing, help article, seller sentence, the customers who asked, and someone watching errors.
29 · 12 min · Ship and listMarketplaces do not sprinkle traffic. Your customers, their sellers, and a setup that does not bounce are the motion.
30 · 15 min · Ship and listTiers, take rates, co-sell myths, and a partner manager who has hundreds of ISVs. Learn the machine before you apply.
31 · 13 min · Ship and listDifferent costs, different adoption, different stories in a QBR. Do not pretend a Zap is a certified app.
32 · 12 min · Ship and listCustomers first, then the listing, then the CRM. A clean ending is part of running a book.
The job · 9 lessons
Each seat teaches a different muscle. Pick on purpose for the first two years.
14 · 14 min · The jobThey will ask for a partner you would pick, a one-pager, and a time you said no. Prepare artifacts, not slogans.
15 · 9 min · The jobA list, a CRM you already have, a one-pager template, and the public APIs of your first partners. Not a PRM.
16 · 10 min · The jobLogo collecting, deck-first outreach, no scope, no owner, launch-and-forget, and being too polite to sunset.
33 · 12 min · The jobCases, not slogans. One shipped workflow beats a page of ‘passionate about ecosystems.’
34 · 13 min · The jobIf you only get ‘sign N partners,’ you will be punished for doing the job. Negotiate the number before you start.
35 · 11 min · The jobYou need a list, writing, and a slice of engineering. You do not need a summit, a PRM, or a booth.
36 · 12 min · The jobA ranked brief, a public no-list, and a CEO who will hold the window. Nagging is what you do when those are missing.
37 · 24 min · The jobA working week for the US market: where the seats actually are, how to read a posting, the packet that beats a slogan CV, and the take-home that wins.
Do the exercises. Date the artifact. That is the course.