{"id":"fdbb6cd9-02be-4cf8-a6e7-7b1b57723c4c","shortId":"HbLr93","kind":"skill","title":"partnership-bd","tagline":"Create a Partnership & BD Pack (partner thesis, target list, outreach kit, negotiation guardrails).","description":"# Partnership & BD\n\n## Scope\n\n**Covers**\n- Defining partnership goals and selecting the right partnership type (platform, integration, channel, referral, co-marketing)\n- Building a prioritized partner target list with a scoring model and “finger-on-the-button” decision-maker mapping\n- Crafting a clear value exchange (why them / why us / why now), including alpha/beta + case-study angles\n- Designing an outreach + relationship system (warm intros + ethical cold outreach + lightweight content plan)\n- Aligning internally on a scalable partner offer (avoid bespoke one-off deals; define negotiation parameters)\n- Negotiation prep (guardrails, walk-away, patience) and a simple deal process (MAP + pilot)\n- Partner launch + operating cadence (enablement, metrics, check-ins)\n\n**When to use**\n- “Create a partnership strategy and a target partner list.”\n- “We need an integration/platform partnership—draft a pitch and outreach sequence.”\n- “Design a channel/referral partner program for distribution.”\n- “Help me negotiate partnership terms and define what’s negotiable vs standard.”\n- “We signed a partner—build a launch plan + operating cadence.”\n\n**When NOT to use**\n- You need to define the product/ICP/positioning from scratch (do that first; then return here)\n- You want high-volume spam outreach or anything deceptive/manipulative\n- You need legal advice or contract language (use this skill for non-legal term framing only; involve counsel)\n- You’re doing M&A, fundraising, or procurement/vendor selection (different motion)\n- You’re selling directly to enterprises as the primary motion (use `enterprise-sales`)\n- You’re a founder doing early direct sales to validate product-market fit (use `founder-sales`)\n- You want to build a community or developer ecosystem, not a partner channel (use `community-building`)\n- You need to set pricing/packaging strategy for your product (use `pricing-strategy`)\n\n## Inputs\n\n**Minimum required**\n- Partnership objective(s) + success metric(s) (e.g., qualified pipeline, revenue, distribution, integrations shipped)\n- Product summary + differentiation (1–2 sentences) and what you can offer partners (API/integration, audience, revenue share, credibility, data)\n- Target customer/market and the partner archetype(s) you want (platform, integration, channel, referral, strategic)\n- Constraints: timeline, geo/segment focus, compliance/regulatory constraints, exclusivity appetite, budget\n- Internal capacity: BD owner, engineering bandwidth (if integration), marketing bandwidth (if co-marketing)\n\n**Missing-info strategy**\n- Ask up to 5 questions from [references/INTAKE.md](references/INTAKE.md).\n- If key data is missing, proceed with explicit assumptions and include an **Assumptions & unknowns** section.\n- For high-stakes commitments (exclusivity, data sharing, regulated claims), require human review and document a safe default.\n\n## Outputs (deliverables)\n\nProduce a **Partnership & BD Execution Pack** (Markdown):\n\n1) **Context snapshot** (objective, constraints, current baseline)\n2) **Partnership thesis** (why partner, why now, partner types, non-goals)\n3) **Partner target list + scoring** (top 10–30) + decision-maker + intro path\n4) **Partner pitch kit** (1-page pitch + case-study/alpha angle + outreach templates)\n5) **Scalable offer + negotiation parameters** (tiers, what’s standard vs bespoke, guardrails)\n6) **Deal process plan** (MAP/pilot definition, stakeholders, timeline, “walk-away”)\n7) **Launch + operating cadence** (enablement, co-marketing plan, metrics, check-ins)\n8) **Risks / Open questions / Next steps** (always included)\n\nTemplates: [references/TEMPLATES.md](references/TEMPLATES.md)\n\n## Workflow (7 steps)\n\n### 1) Intake + choose the partnership motion\n- **Inputs:** User context; [references/INTAKE.md](references/INTAKE.md).\n- **Actions:** Clarify the objective and pick the partnership type(s): platform/integration, channel/referral, strategic/co-marketing. Identify whether the motion is **network-dependent** (regulated or concentrated buyer markets) and what “success” looks like in 30/60/90 days.\n- **Outputs:** Context snapshot + partnership thesis draft + assumptions.\n- **Checks:** Objective is measurable; non-goals and constraints are explicit.\n\n### 2) Define a scalable partner offer (avoid bespoke deals)\n- **Inputs:** Product capabilities; engineering/marketing constraints.\n- **Actions:** Draft the “partner package”: what you can reliably offer (integration tier, enablement, support, co-marketing) and what you will not do. Define negotiation parameters and pre-approved ranges to increase deal velocity.\n- **Outputs:** Offer tiers + negotiation parameters sheet.\n- **Checks:** A teammate could run a partner conversation without inventing bespoke promises.\n\n### 3) Build the partner universe + score + pick the first wedge\n- **Inputs:** Target market; competitor/adjacent ecosystem; any existing relationships.\n- **Actions:** List plausible partners, then score and shortlist based on mutual value, reach, feasibility, and decision velocity. For each top candidate, identify the “finger-on-the-button” decision-maker and the lowest-social-capital intro path.\n- **Outputs:** Partner list table + scoring model + top wedge recommendation.\n- **Checks:** Each top partner has a clear “why them” and a specific next action (intro, email, event, content hook).\n\n### 4) Craft the value exchange + pitch narrative (case study / alpha angle)\n- **Inputs:** Offer tiers; proof points; partner incentives.\n- **Actions:** Write a 1-page pitch that shows how *your* success helps *their* goals. For major platforms, propose an alpha/beta or “flagship case study” angle. Keep the ask crisp and low-friction.\n- **Outputs:** 1-page pitch + talk track + proof points.\n- **Checks:** The pitch answers: “Why now?”, “Why us?”, “What do you want?”, “What’s in it for them?”\n\n### 5) Outreach + relationship system (warm first, ethical cold second)\n- **Inputs:** Target list; pitch; available channels.\n- **Actions:** Build outreach sequences (warm intro asks, cold emails/DMs, follow-ups) and a lightweight content plan to build credibility. Track outreach as experiments: message → meetings → iteration.\n- **Outputs:** Outreach kit + 2–4 week execution plan.\n- **Checks:** Messages are specific, respectful, and permissioned; each has a single clear ask.\n\n### 6) Deal process + negotiation (patience + guardrails)\n- **Inputs:** Negotiation parameters; partner priorities; risk constraints.\n- **Actions:** Define a deal path (discovery → pilot → term sheet → launch). Use strategic patience when leverage is asymmetric; be willing to say “not yet” to improve terms. Document walk-away conditions and any exclusivity logic.\n- **Outputs:** Mutual action plan (MAP) + pilot definition + key terms outline.\n- **Checks:** You can explain what you will trade (and won’t) in one minute; the next step is scheduled and owned.\n\n### 7) Launch + operate + quality gate\n- **Inputs:** Draft pack; [references/CHECKLISTS.md](references/CHECKLISTS.md); [references/RUBRIC.md](references/RUBRIC.md).\n- **Actions:** Produce a launch plan (enablement + co-marketing + measurement) and an operating cadence (weekly/biweekly check-ins, QBR). Run the checklist and score the rubric. Always add **Risks / Open questions / Next steps**.\n- **Outputs:** Final Partnership & BD Execution Pack.\n- **Checks:** The plan is executable this week and includes a learning loop.\n\n## Quality gate (required)\n- Use [references/CHECKLISTS.md](references/CHECKLISTS.md) and [references/RUBRIC.md](references/RUBRIC.md).\n- Always include: **Risks**, **Open questions**, **Next steps**.\n\n## Examples\n\n**Example 1 (platform/integration partnership):**  \n“Use `partnership-bd`. We’re a B2B SaaS analytics tool. Goal: 3 co-sell integrations that each drive 5 qualified leads/month by end of Q2. Targets: HubSpot + Snowflake ecosystem partners. Constraints: 1 engineer half-time. Output: a Partnership & BD Execution Pack with partner scoring, an integration-tier offer, outreach sequences, and a launch cadence.”\n\n**Example 2 (regulated, network-dependent BD):**  \n“Use `partnership-bd`. We’re selling into healthcare and need payer/provider partnerships. We have one warm connector but intros are expensive. Output: a prioritized partner list, crisp use-case one-pager, intro asks, and a deal process with walk-away conditions.”\n\n**Boundary example:**\n“Write a generic cold email that works for anyone and send 10,000 messages.”\nResponse: refuse spam; ask for a defined partner archetype and a small, ethical outreach experiment plan. If the goal is broad demand gen, use a marketing/content skill instead.\n\n**Boundary example 2:** “Help me close an enterprise deal with a large customer.”\nResponse: direct enterprise sales is a different motion from partnerships. Use `enterprise-sales` for deal strategy, discovery, and closing with enterprise buyers. This skill is for building mutual-value partner relationships.\n\n## Anti-patterns (common failure modes)\n\n1. **Bespoke deal syndrome**: Crafting a custom offer for every partner prospect instead of defining scalable tiers. This creates operational debt and makes it impossible to repeat or delegate partner conversations.\n2. **Spray-and-pray outreach**: Sending identical messages to 50 potential partners without scoring, prioritizing, or personalizing. Low-quality outreach damages your reputation in concentrated ecosystems.\n3. **No walk-away conditions**: Entering negotiations without defined guardrails, walk-away points, or exclusivity boundaries. Desperation leads to bad terms.\n4. **Partnership as press release**: Signing a partnership, issuing a press release, and doing nothing else. Without an operating cadence, enablement plan, and metrics, the partnership produces zero value.\n5. **Ignoring asymmetric leverage**: Treating a large platform partner the same as a peer-sized integration partner. Strategic patience, case-study angles, and alpha/beta offers are critical when the other side has more leverage.","tags":["partnership","lenny","skills","plus","liqiongyu","agent-skills","ai-agents","automation","claude","codex","prompt-engineering","refoundai"],"capabilities":["skill","source-liqiongyu","skill-partnership-bd","topic-agent-skills","topic-ai-agents","topic-automation","topic-claude","topic-codex","topic-prompt-engineering","topic-refoundai","topic-skillpack"],"categories":["lenny_skills_plus"],"synonyms":[],"warnings":[],"endpointUrl":"https://skills.sh/liqiongyu/lenny_skills_plus/partnership-bd","protocol":"skill","transport":"skills-sh","auth":{"type":"none","details":{"cli":"npx skills add liqiongyu/lenny_skills_plus","source_repo":"https://github.com/liqiongyu/lenny_skills_plus","install_from":"skills.sh"}},"qualityScore":"0.474","qualityRationale":"deterministic score 0.47 from registry signals: · indexed on github topic:agent-skills · 49 github stars · SKILL.md 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