partnership-and-bd

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name: partnership-and-bd
description: Build strategic partnership and business development plans from target selection to execution.
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# Partnership & BD

**Category:** Sales & GTM

**Source:** https://refoundai.com/lenny-skills/s/partnership-bd

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Partnership & BD | Refound AI

Lenny Skills Database     SKILLS  PLAYBOOKS  GUESTS  ABOUT               SKILLS  PLAYBOOKS  GUESTS  ABOUT                     Sales & GTM   9 guests | 11 insights

Partnership & BD  Strategic partnerships can accelerate growth in ways that organic efforts cannot—new distribution channels, enhanced credibility, and expanded capabilities. But most partnerships fail because they lack clear value exchange on both sides or because they're pursued for optics rather than substance.

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The Guide  4 key steps synthesized from 9 experts.

1 Define clear, mutual value before approaching partners  Before reaching out, have a clear answer to 'What's in it for them?' The best partnerships create genuine value for both parties—not just PR opportunities. Map exactly what each side brings and what each side gets. If you can't articulate mutual value, the partnership isn't ready.

Featured guest perspectives

"Every partnership needs clear value exchange... if you can't explain why this helps them as much as it helps you, don't pursue it."

— Linda Kozlowski        2 Start with a small pilot to prove the model  Don't try to negotiate a massive strategic deal upfront. Propose a limited pilot that lets both sides test the partnership with low risk. Use the pilot to prove value, work out operational kinks, and build trust before scaling the commitment.

Featured guest perspectives

"Big partnerships start small... prove the model works before asking for major commitments."

— Hubertus Grau        3 Build relationships at multiple levels  Partnership success depends on relationships, not just contracts. Build connections with your counterpart's executives for strategic alignment, but also with the operators who will execute day-to-day. Champion departures shouldn't kill the partnership if relationships are deep.

Featured guest perspectives

"Partnerships are relationships... you need champions at multiple levels who believe in making it work."

— Linda Kozlowski        4 Define success metrics and review cadence upfront  Vague partnerships drift into irrelevance. Define specific KPIs both parties will track, agree on a review cadence, and be willing to sunset partnerships that aren't delivering. The best partnerships get better over time because both sides actively manage them.

Featured guest perspectives

"If you can't measure it, you can't improve it... the best partnerships have clear metrics and regular reviews."

— Hubertus Grau

✗ Common Mistakes

Pursuing partnerships for PR value instead of genuine business impactFailing to articulate clear value exchange for both partiesGoing for big deals upfront instead of proving the model with small pilotsLetting partnerships drift without clear metrics and accountability     ✓ Signs You're Doing It Well

Both parties can clearly articulate the value they receivePartnerships deliver measurable business results, not just announcementsRelationships exist at multiple levels of both organizationsPartners proactively bring you new opportunities

All Guest Perspectives

Deep dive into what all 9 guests shared about partnership & bd.

Adam Grenier 1 quote

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"I was able to basically position and say, 'Look it, you want to work with us. Let me into your alpha, because I have five years of experience already buying mobile ads. I know the space. I know it'll work. And if you get us to work, we're a killer case study...'"  Tactical:  Offer to be an alpha tester for new platform features to gain a first-mover advantagePitch your company as a unique case study for a category the platform wants to grow

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Ayo Omojola 1 quote

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