Planning for Partner-Led Growth in 2025
Download our Guide on Executing Partner-led Growth
Strategic planning is the foundation for growth, but achieving partner revenue goals comes down to execution—and execution is challenging.
This ebook provides recommendations for implementing Partner Revenue Flows that drive measurable, repeatable partner-led growth in 2025.
Annual Planning Resources
Tools to cast vision and win support for your partner plan
First Principles Partner Strategy
Customize this executive briefing deck template with your 2025 partner strategy to gain support and alignment from leadership.
Cloud Sales Revenue Impact
This guided model illustrates how partnering with AWS and adding a co-selling motion can impact your 2-year pipeline and revenue plan.
The Strategic Moment for Partners
Dan McAllister, SVP Alliance & Channels, Boomi
- Demystifying partnerships for leaders in the organization
- Developing confidence in partner value through trust and accountability
- Planning the customer lifecycle, partner lifecycle, and territory coverage
- Building flexibility into the plan and earn trust to take risks
- Setting effective incentives and tracking metrics at the field
Translating Strategy into Plans
Rohan Batra, Head of Global Partnerships, Pigment
- Breaking the long-term vision into multi-year goals
- Utilizing systems and tools for the planning process
- Using data to hold stakeholders accountable
- Having a “sales-like” rhythm of business with your partners
- Tracking KPIs across top-of-funnel, mid-funnel, and post-funnel/delivery
Partner Planning & Execution Panel
Alina Everett, Global Strategic Alliances - PWC, Icertis
Pervez Alam, Head of Strategic Channels, Alliances, Eco-systems Revenue, QA
Asher Mathew, CEO and Co-Founder, Partnership Leaders
- Growing a mature partner ecosystem vs building from scratch
- Teaching CROS and sales leaders who don’t get partner-models
- Finding the opportunity in partners with asynchronous calendars
- Creating a process for the organization-wide alignment
- Adapting to when things aren’t going as planned
What are Partner Revenue Flows?
Partner Revenue Flows (PRFs) are the set of actions necessary for partners to drive repeatable revenue, systematized to be scalable and measurable.
PRFs coordinate multiple channel partners, often chasing the same goal at the same time, to track real-time statuses and metrics and define clear next steps for each partner. They utilize automation and customization to execute the company’s specific external and internal strategic opportunities.
Customer Lifecycle Marketplace Automation
How It Works: Approved quotes automatically convert into private offers, resulting in faster sales cycles & increased revenue at scale
AI-Accelerated Cloud Co-sell
How It Works: AI instantly matches the hyperscaler's referrals with Palo ALto Network’’s accounts, automating a usually multi-week process down to seconds, and resulting in accelerated sales cycles, improved win rates, and new co-sell opportunities
Product and Services Consumption
How It Works: Collaborate with SI/MSPs to track go-live milestones and solution usage on managed accounts, and design tier incentives that motivate partners to drive higher adoption for faster go-live and sustained usage, resulting in consumption growth and higher go-live, adoption renewal and upsell rates.
Build Your Partner Revenue Flows
with WorkSpan
WorkSpan Hyperscaler Edition
For growing & mission critical cloud partnerships
Painless cloud marketplace listings, custom referral workflows, and private offers embedded directly in your sales process free you to do what you do best- build the partnership.
WorkSpan Ecosystem Edition
Activate and manage your co-sell programs across GSI, ISV, MSP and Reseller partnerships
A comprehensive solution for you to build and manage successful partner ecosystems. With robust capabilities in planning and reporting, program management, co-sell automation, and pipeline management, WorkSpan empowers you to collaborate seamlessly with partners and drive revenue growth.
Speak with a Cloud Sales Specialist
WorkSpan powers hundreds of growing and mission critical cloud partnerships.
Wherever you're starting, we'd love to help with your cloud partnership goals.
Partnership Case Studies
Explore real-world success stories and see how their partnerships drive impactful results.
