Notes on tech partnerships, revenue, and relationships.
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Turning marketplace installs into pipeline
An independent guide to marketplace attribution. How to track installs to opportunities and revenue, connect activation to expansion, and build a model that tells you which installs are worth more.
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Driving installs after launch: the first 90 days
An independent playbook for the first 90 days after a marketplace launch. How to seed real installs, earn early reviews, drive activation, and turn the first customers into the flywheel's first turn.
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Integration acceptance criteria: defining done for partner builds
How to write integration acceptance criteria for B2B SaaS: what done means, the edge cases teams forget, and a reusable criteria checklist for partner builds.
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Writing integration user stories engineers can build
How to write integration user stories for B2B SaaS: customer-framed stories for both sides of a partner build, an acceptance-ready format, and worked examples.
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Partnership OKRs a startup can actually hit
Outcome-based partnership OKRs for B2B SaaS: how to set objectives and key results by stage, why leading beats lagging, and examples you can copy this quarter.
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Partnerships vs business development: the org design question
Partnerships vs business development for B2B SaaS: how the two functions differ, when to split them, and the reporting lines that keep both accountable.
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App certification and review without the pain
Treat the certification checklist as acceptance criteria. How to prep the security questionnaire, avoid the common rejections, and pass app review fast.
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Building your own integration marketplace: when and how
When it makes sense to build your own integration marketplace, and how to structure categories, tiers, listings, and certification so it helps customers.
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Co-selling with cloud providers (AWS, Azure, GCP)
An independent guide to cloud co-sell programs: how marketplace and co-sell fit together, what is required, and how a startup can actually run the motion.
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