Service
Fractional Channel Leadership
Most founder-led B2B companies between $2M and $20M ARR do not need a full-time channel executive. They need the judgment, cadence, and follow-through of one.
I operate as your embedded channel leader: owning partner relationships, running the pipeline rhythm, and reporting on coverage and attribution the same way a direct sales org is managed.
The friction point
Partner programs stall because nobody owns them between quarterly check-ins. Enthusiasm at signature turns into silence by month three, and the founder becomes the default channel manager by accident.
Without a consistent operating rhythm, partner-sourced pipeline stays anecdotal — impossible to forecast, impossible to defend in a board meeting.
Concrete deliverables
What you receive, stated plainly. Scope is confirmed on the discovery call once I understand your roster and current motion.
| Deliverable | Detail |
|---|---|
| Partner portfolio ownership | Named accountability for tiering, coverage, and relationship health across your partner roster. |
| Bi-weekly pipeline cadence | Recurring partner pipeline reviews with documented next steps and deal-level ownership. |
| Co-selling execution | Direct participation in joint calls, intro sequencing, and deal support alongside partner reps. |
| Channel governance | Deal registration discipline, escalation paths, and rules of engagement enforced in practice, not just on paper. |
| Monthly leadership report | Partner-sourced and partner-influenced pipeline, coverage gaps, and the specific plan for the next 30 days. |
What I need from you
You provide the business context; I provide the execution. This is the full list.
- CRM access with visibility into partner-sourced opportunities
- Current partner roster and any existing agreements
- A 45-minute context session with the founder or CRO
- Introduction to your sales team so co-selling is not a surprise
Start with a discovery call
Thirty minutes. We review where your partner channel is leaking, whether fractional channel leadership is the right first move, and what the next concrete step looks like.
Book a 30-minute call
Open times are on the calendar. Bring your partner roster and the current pipeline picture.