Does this sound like you?
2Scale Alliances works with different decision-makers in B2B software companies — each with their own starting point, but often the same underlying challenge.
What is the partner channel really worth?
The partner channel sits in the business case as a growth promise — but what it's actually worth stays a black box. You need an objective read before you steer on it or factor it into a valuation.
Recognisable?
- The partner channel is in the business case, but its structure and scalability are unclear
- You don't know how many partners are active or what value they contribute
- There is no dedicated partner leadership in the portfolio company
- The post-acquisition period offers opportunities, but there is no method to assess the channel quickly
What 2Scale does
- Rapid maturity analysis of the partner channel as a post-acquisition baseline (APEX Assessment)
- Clear picture of strengths, vulnerabilities and improvement potential
- Prioritised agenda for value creation via the channel
- Substantiated input for valuation or post-acquisition planning
Partners should drive growth — not cost you
Your direct sales team performs, and you brought partners in to grow faster. In practice that channel behaves differently from your direct engine — and for now it takes more steering than it returns.
Recognisable?
- Partners sign up enthusiastically but rarely become active
- The time and energy the channel demands is not proportional to the revenue it generates
- Direct sales and partners regularly get in each other's way on deals
- It is unclear which partners are strategic and which merely add volume
What 2Scale does
- Introduce structure in partner recruitment, onboarding and activation
- Set up governance so you can steer on results
- Clear agreements on roles and deal registration to prevent conflict
- Build the partner channel as a standalone growth driver alongside direct sales
You know what needs to improve — but have your hands full
You know exactly what the partner channel needs — you run into it every day. The problem is you carry most of it alone: setting strategy, activating partners and winning internal buy-in, all at once. There's more vision than hands.
Recognisable?
- You carry most of the partner channel yourself, without a clear framework
- Building internal buy-in for partner investments is difficult
- You know what needs to improve, but prioritisation and capacity are the problem
- There has been no structured assessment of where the channel currently stands
What 2Scale does
- The APEX Framework as the methodological foundation for your approach
- External validation of your analysis and priorities to build internal buy-in
- Guidance in building governance, processes and KPI structures
- Practical implementation support where your capacity falls short
Partners are in your strategy but underdelivering
Partners are on the board slide as a strategic pillar. But in the numbers their contribution to pipeline and revenue lags, and you lack the insight to see where it breaks down. The strategy is sound — the execution isn't yet.
Recognisable?
- The partner channel structurally generates less than targeted
- Churn via partners is higher than via direct sales
- You invest in a partner programme but do not see the return in the numbers
- Insight into partner pipeline, activation and contribution per segment is lacking
What 2Scale does
- Maturity analysis with a direct link to commercial KPIs
- Measurable KPI structure and governance for the partner channel
- Substantiated choices on incentive structure and partner segmentation
- Structural route from diagnosis to scalable partner growth
Ready to professionalise your partner channel?
Request an introductory call