While models like Pareto and Price’s Law tempt leaders to shift away from underperforming partners, cutting off your long tail burns valuable relationships and…
The Revenge of the Long Tail: Why Firing Your Inactive Partners is a Mistake
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The Executive Guide to Building a Scalable Partner Program: The Goldilocks Paradigm
For a CEO or GTM leader, a partner program is often viewed through two lenses: either a nice-to-have source of incremental leads or a complex legal headache that’s hard to measure. …