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Book Your DemoBuilding the Operating System for Partner-Led Growth
Christina Ferrari shares how to turn partnerships into a true operating system for growth. Learn how to design partner-led growth with clear attribution, internal alignment, and scalable structure.
$300M+
Incremental impact generated through co-selling programs at Amazon Ads
3,000+
partners analyzed to identify true capability and fit
4
Core Foundations: North Star → Partner Fit → Enablement → Co-Selling
Building the Operating System for Partner-Led Growth
How to design your partner operating system before scaling
The difference between having partners and driving partner-led growth
Why revenue attribution is the foundation of credibility
How to bridge business development and partner success
How to align sales, marketing, product, and leadership around partnerships
Practical ways to create non-revenue partner incentives
Governance structures that make partnerships sustainable
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We like to keep things simple!
We like to keep things simple!
What You'll Discover Inside
Practical frameworks and actionable insights to transform your partnership strategy
Design the Operating System Before You Scale
Partner programs fail when scale precedes structure. The foundation starts with defining the business North Star, validating partner fit, arming the right partners, and aligning co-selling incentives internally.
Signs You Have Partners, But Not Growth
If you cannot track partner-influenced or partner-sourced revenue, you don’t have a growth motion. Without touchpoint tracking and CRM visibility, scaling is premature.
Bridging Business Development and Partner Success
Sustainable growth requires seamless handoffs. Upstream visibility, shared feedback loops, and deal-context transparency determine long-term partner performance.
From Partner Management to Partner Growth
Reactive relationship management must evolve into proactive growth design. That shift requires incentives beyond revenue share, deeper trust, and intentional alignment around shared outcomes.
Aligning Internal Teams Around Partner-Led Growth
Partnership leaders must translate partner value for each function. Governance, empathy, and internal champions turn partnerships from overhead into acceleration.
The Partnership Challenge
Practical frameworks and actionable insights to transform your partnership strategy
The Problem
Common Partnership Failures
No clear business goal
No revenue attribution
No visibility into partner influence
No defined activation metric
No repeatable motion
No internal ownership
Activity mistaken for impact
The Solution
What Actually Works
Start with the business goal, not the partner list
Validate whether partners are the right channel
Identify and enable capable partners before scaling
Align incentives across AEs and partners
Build data infrastructure before expansion
Translate partner value by function
Formalize governance so partnerships add clarity, not friction
Build the Operating System Properly
and achieve an efficient and effective parther-led growth for your business.
1
Define the North Star First
Everything, recruitment, onboarding, measurement, flows from the business objective.
2
Attribution Is the Foundation
Without partner-influenced revenue tracking, growth cannot be evaluated or improved.
3
Incentives Go Beyond Revenue Share
Thought leadership, roadmap visibility, beta access, and co-marketing can unlock deeper partner investment.
4
Seamless Handoffs Matter
Deal quality determines post-launch performance. BD and partner success must operate as one system.
5
Internal Alignment Is a Design Choice
Translate partner value by function. Bring colleagues into partner rooms. Build internal champions.
“When you treat partnerships like a true operating system, not just a side program, they become a reliable engine for growth.”
Christina Ferrari
Head of Consumer Partnerships & Growth @ Udemy
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We like to keep things simple!
We like to keep things simple!
