Introduction
Building a successful partner program is one of the smartest ways for B2B companies to scale. But it’s also one of the most complex. As teams begin to realize the potential of partnerships, a common question arises: Should we hire a full-time Head of Partnerships, or bring in fractional support?
We explored this exact topic during a recent Kiflo Q&A session with Eleanor Thompson, founder of Branchworks and a leading voice in the partnership space. Eleanor shared actionable insights into when and why fractional partnership leadership is the right move for many growing companies.
This article breaks down what we learned and helps you assess whether your company is at the right stage to benefit from a fractional leader.
The Right Company Stage for Fractional Leadership
Not every company is ready for a full-time hire, and that’s okay. In fact, a phased approach is often more efficient and cost-effective. Here’s how to know if you’re in the right stage for fractional support.
Team Size
Fractional partnership leaders typically support companies with around 25–50 employees. These organizations are big enough to need structure, but still lean enough to benefit from flexible, specialized help.
Sales Maturity
If you have at least three salespeople on staff, that’s a strong signal. It means you’ve likely found product-market fit and built early sales traction, both prerequisites for sustainable partner revenue.
Revenue Readiness
Fractional leaders deliver best when there are paying customers and established go-to-market processes. Without these, it’s difficult to make partnerships stick.
Early Partnership Interest
Often, the CEO, a salesperson, or a customer success rep is already dabbling in partner activity. That informal effort is a great sign you’re ready for more structured execution.
Budget Awareness
Many companies at this stage don’t have the budget or the need for a full-time Head of Partnerships. Fractional support provides senior expertise without long-term overhead.
Key Triggers for Choosing Fractional Over Full-Time
Even if you’re technically ready to hire, several business triggers might make fractional leadership the smarter move:
- You see partnership potential, but lack internal bandwidth to manage it
- You need to prove ROI before committing to a full-time headcount
- Leadership wants execution now, but without the risk of a six-figure hire
- Your team could benefit from cross-functional alignment and coaching
- You’ve defined a strategy, but need someone to run and refine it
In short, fractional works best when you know where you're going, but need help getting there.
What to Expect from a Fractional Engagement
Most fractional engagements last at least six months. This gives enough time to onboard partners, build momentum, and start seeing results.
Deliverables typically include:
- A scalable partner onboarding process
- Deal tracking workflows and attribution systems
- Partner-facing collateral and communications
- Integration with internal teams like sales, marketing, and product
- Strategic leadership, hands-on execution, or both
The beauty of fractional support is its flexibility. You can bring in someone to lead partner initiatives, coach your internal team, or build early systems, whatever fits your current goals.
Full-Time vs. Fractional: A Side-by-Side Comparison
Conclusion
Fractional partnership leadership is not just a budget-friendly alternative; it’s a strategic advantage for companies ready to invest in partner-led growth without diving in headfirst.
If your company has the signs of early traction but isn’t quite ready for a full-time hire, bringing in a fractional expert could be your best next step.
Ready to explore your options? Visit Kiflo’s Partner Directory to find vetted consultants and fractional partnership leaders who can help you confidently scale.
