Practice Areas
Three disciplines built on 25+ years of field-tested execution at Microsoft, Cisco, and Sage.
Our Approach
Strategy that translates to revenue.
Every engagement is grounded in real-world execution experience. We don't deliver theoretical frameworks. We build practical, implementable strategies that drive measurable results.
BUILD THE PARTNER ECOSYSTEM YOUR REVENUE DESERVES.
Channel Strategy & Architecture
Channel strategy is the core of what we do. With 25+ years designing and scaling partner ecosystems at Microsoft, Cisco, and Sage, we help technology companies build indirect sales motions that generate scalable, repeatable revenue through the right partners in the right markets.
This is not theoretical framework work. We have designed partner programs across 23 countries, built ISV partnerships that generated $350M+ in partner-led revenue, and driven 900% growth in a hyperscaler alliance. We have built and managed ecosystems spanning VARs, distributors, MSPs, GSIs, and cloud service providers, and we know where the models break down and why.
What we deliver
Where this has worked
ALIGN PARTNER BEHAVIOR WITH YOUR BUSINESS OUTCOMES.
Incentive Design & Revenue Architecture
Incentive programs are the engine of partner motivation, but most are managed as cost centers rather than engineered for revenue performance. We design and optimize channel incentive structures, from MDF and co-op programs to rebate architectures and SPIF programs, that drive the behaviors you need while maximizing ROI on your channel investment.
We have managed a $1B+ global incentive budget at Microsoft, rebuilt a program that reversed a decade-first revenue decline in enterprise licensing, and recovered $103M in annual recurring revenue through commercial architecture redesign. We treat incentive design as revenue architecture, not administration.
What we deliver
Where this has worked
STRUCTURE THE DEALS THAT OPEN NEW MARKETS.
Commercialization & Deal Architecture
The difference between a partnership that generates press releases and one that generates revenue is in the commercial structure. We architect licensing frameworks, strategic alliances, and go-to-market agreements that create durable value for both parties, whether the deal is a $12M technology sponsorship or a cross-portfolio enterprise agreement spanning 8 countries.
We have negotiated Microsoft's first Formula One partnership, built the Deal Desk function for a $1.4B business division, and structured enterprise agreements that became industry standards. We bring the same rigor to startup commercialization, investor readiness, and Series A preparation.
What we deliver
Where this has worked
Not sure where to start?
Schedule a complimentary introduction. We'll help you identify the highest-impact opportunities for your business.
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