David’s point about internal incentive alignment is spot on, but I’d extend it one step further. The same incentive question applies on the partner’s side. Most companies define what they want FROM the partner (leads, pipeline, co-sell activity) but never clearly articulate what the partner gets out of prioritizing them. A GSI field seller has ten vendors asking for their time. If you haven’t defined how your product makes their deal bigger, easier to close, or more profitable, you’re just another logo on their partner page. The use case Tyler described works, but it has to be built for both sides. Not just ‘when should we bring a partner in,’ but ’why would the partner want to show up when we call.
