Notes on tech partnerships, revenue, and relationships.
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Referral vs reseller vs co-sell: which partner GTM model fits
A plain guide to partner GTM models for B2B SaaS. Referral vs reseller vs co-sell, who sells, who owns the customer, margin, and which to start with.
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When to hire your first partnerships person
When to hire partnerships at a B2B SaaS startup. The signals you are ready, the profile to look for, what the first hire owns, and a 30-60-90 plan.
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Tech partnerships for B2B SaaS: the complete guide from partner idea to shipped integration
How to build tech partnerships that end in live integrations, not press releases. Choosing partners, getting your API ready, scoping the build, shipping, and launching so customers adopt it.
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MCP for B2B SaaS: how the Model Context Protocol makes your product AI-agent ready
What MCP is in founder language, why the Model Context Protocol is a distribution channel, and how to scope a safe first MCP server for your SaaS.
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Connectors, agents, and third-party workflows: designing a SaaS integration portfolio
How to design a SaaS integration portfolio across native connectors, marketplace apps, iPaaS, and MCP servers, and which surface wins for each customer.
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SaaS marketplace strategy: how to get listed, ranked, and installed
A SaaS marketplace strategy that compounds. Choose marketplaces, write a listing that converts, pass certification, rank, and turn installs into pipeline.
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How to make your API partner-ready: docs, auth, sandbox, and developer experience
What a partner-ready API looks like. API documentation, auth, sandbox, and webhooks that pass the ten-minute test partner engineers will run on you.
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The full lifecycle of a SaaS tech partnership, from first call to renewal
The partnership lifecycle for B2B SaaS as a loop, not a funnel: identify, prioritize, pitch, negotiate, build, launch, partner success, review, renew.
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How to negotiate SaaS partnership agreements: the terms that protect the integration
A practical guide to SaaS partnership agreements for startups. The documents you will see, the terms that matter, and the red flags worth walking away from.
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