Brainforge Knowledge

partner-qualification-process

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Partner Qualification Process

Purpose: Step-by-step process for qualifying new partners using IPP framework and JVP template
Requirement: All new partners must go through this process before being added to tracker
Last Updated: January 2025

🎯 Overview

All new partner additions must:

  1. Complete Joint Value Proposition (JVP) Hypothesis Template
  2. Score against Ideal Partner Profile (IPP) framework
  3. Receive approval before being added to tracker

If a partner cannot complete this process satisfactorily, they are not a strategic fit.

📋 Step-by-Step Process

Step 1: Initial Partner Inquiry

Trigger: Partner reaches out OR we identify potential partner

Actions:

  • Capture partner name, type, and initial context
  • Determine if partner fits one of our partner types (Tech Vendor, Agency, Affiliate, Recruiting, Platform, Advisor)
  • Determine if partner fits one of our archetypes (Demand Creator, Deal Accelerator, Capability Completer, Channel Multiplier)

Quick Qualification:

  • Does partner’s ICP match Brainforge ICP? (If NO → Stop, not a fit)
  • Can partner name specific accounts they would introduce us to? (If NO → Stop, not a fit)
  • Does partnership create buying urgency, remove decision step, or increase win rate/deal size/speed? (If NO → Stop, not a fit)

If all above are YES → Proceed to Step 2

Step 2: Prepare for Partner Conversation

Before the conversation:

  • Review Partner Qualification Questions
  • Answer 2-3 questions from each section about Brainforge (establish credibility)
  • Prepare to flip remaining questions to partner (qualify them)

During the conversation:

  • Lead with our answers (establish value and credibility)
  • Flip questions to partner (qualify against IPP framework)
  • Take detailed notes on partner’s answers
  • Probe deeper on answers that indicate fit or misalignment

After the conversation:

  • Use partner’s answers to complete JVP template
  • Score partner on IPP dimensions
  • Make qualification decision

Step 3: Complete JVP Hypothesis Template

Template: templates/joint-value-proposition-template.md

Use partner’s answers from conversation to complete:

Sections to Complete:

  1. Partner Identification
  2. ICP Alignment (with scoring)
  3. Revenue Path Clarity (with scoring)
  4. Archetype Fit (with scoring)
  5. Economics (with scoring)
  6. Strategic Value (with scoring)
  7. Joint Value Proposition Statement
  8. Qualification Summary
  9. Next Steps (if approved)

Must-Have Checks (All Must Pass):

  • Partner’s customers match Brainforge ICP
  • Partner serves relevant industries
  • Partner’s buyers are operator-level leaders
  • Partner can name specific accounts
  • Partner has clear introduction mechanism
  • Partner willing to co-own 90-day activation plan
  • Partner fits one or more archetypes
  • Partnership does NOT compress pricing
  • Partnership does NOT turn us into staff augmentation
  • Partnership increases deal size, close rate, or reduces sales cycle

If any Must-Have check fails → Partner is NOT a fit. Stop here.

Step 3: Calculate IPP Score

Score each dimension (0-10 points each):

  1. ICP Alignment (0-10)

    • 10: Perfect ICP match, multiple accounts ready
    • 7-9: Strong ICP match, some accounts ready
    • 4-6: Partial ICP match, few accounts ready
    • 1-3: Weak ICP match, unclear accounts
    • 0: ICP misalignment

  2. Revenue Path Clarity (0-10)

    • 10: Clear mechanism, specific accounts named, 90-day plan
    • 7-9: Clear mechanism, some accounts named
    • 4-6: Mechanism exists but unclear
    • 1-3: Vague mechanism, no specific accounts
    • 0: No clear revenue path

  3. Archetype Fit (0-10)

    • 10: Strong fit with 1+ archetypes, clear value prop
    • 7-9: Good fit with 1 archetype
    • 4-6: Partial fit, unclear value prop
    • 1-3: Weak fit, no clear archetype
    • 0: No archetype fit

  4. Economics (0-10)

    • 10: Win-win economics, increases deal size/close rate
    • 7-9: Acceptable economics, neutral impact
    • 4-6: Economics unclear or one-sided
    • 1-3: Economics compress pricing or create drag
    • 0: Unacceptable economics

  5. Strategic Value (0-10)

    • 10: High strategic value (credibility, market validation, access)
    • 7-9: Moderate strategic value
    • 4-6: Low strategic value
    • 1-3: No strategic value
    • 0: Negative strategic value

Total IPP Score: Sum of 5 dimensions (0-50 points)

Step 4: Make Qualification Decision

Based on IPP Score:

ScoreStatusDecisionAction
40-50Strategic✅ APPROVEDPrioritize, add to tracker, begin engagement
30-39Good✅ APPROVEDPursue, add to tracker, begin engagement
20-29Evaluate⚠️ CONDITIONALAddress gaps, test with limited resources, re-evaluate in 90 days
<20Pass❌ REJECTEDNot a fit, do not pursue, document why

Additional Considerations:

  • Even if score is 20-29, if all Must-Have checks pass, may proceed with “Evaluate” status
  • If any Must-Have check fails, partner is automatically rejected regardless of score
  • If partnership economics compress pricing or turn us into staff augmentation, partner is automatically rejected

Step 5: Document Decision

If APPROVED:

  • Complete JVP template (save to knowledge/sales/partners/[PartnerName]/jvp-hypothesis.md)
  • Add partner to tracker with IPP scores
  • Add partner to HubSpot with proper tags
  • Create 90-day activation plan
  • Schedule initial outreach/meeting

If CONDITIONAL:

  • Complete JVP template (save with “CONDITIONAL” status)
  • Document gaps that need to be addressed
  • Set review date (90 days)
  • Add to tracker with “Evaluate” status
  • Limit initial investment (test with limited resources)

If REJECTED:

  • Complete JVP template (save with “REJECTED” status)
  • Document why partner was rejected
  • Do NOT add to tracker
  • Archive JVP template for future reference

Step 6: Add to Tracker (If Approved)

Required Fields:

  • Partner Company Name
  • Partner Type
  • Partner Archetype
  • IPP Score (total)
  • ICP Alignment (score)
  • Revenue Path Clarity (score)
  • Archetype Fit (score)
  • Economics (score)
  • Strategic Value (score)
  • Partner Status (Strategic/Good/Evaluate)
  • JVP Completed = Yes
  • JVP Date
  • JVP Link

Optional Fields (fill in as available):

  • Industry, Confidence, HYPE, Relationship, Origin Story, Slack Channel, Hyperscaler Association, Partner Manager info, etc.

Step 7: Begin Engagement (If Approved)

90-Day Activation Plan:

  • Week 1-2: Initial outreach, schedule first meeting
  • Week 3-4: Discovery meeting, identify specific accounts
  • Month 2: Provide collateral, research target accounts
  • Month 3: First introductions, measure results

Success Metrics:

  • Metric 1: [Target - e.g., 3 introductions]
  • Metric 2: [Target - e.g., 1 meeting booked]
  • Metric 3: [Target - e.g., 1 deal in pipeline]

Review Date: [Date - 90 days from start]

🚫 Automatic Rejection Criteria

If any of these are true, partner is automatically rejected:

  • ❌ Partner cannot name specific accounts they would introduce us to
  • ❌ Partner’s ICP does not match Brainforge ICP
  • ❌ Partnership economics compress pricing
  • ❌ Partnership turns us into staff augmentation
  • ❌ Partner wants “optional collaboration” without revenue ownership
  • ❌ Partner frames value as “long-term upside” only
  • ❌ Partner unwilling to co-own 90-day activation plan
  • ❌ Partner cannot explain how they help us close business this quarter
  • ❌ IPP Score < 20 AND any Must-Have check fails

📊 Process Flow

New Partner Inquiry
    ↓
Quick Qualification (ICP, Accounts, Value Prop)
    ↓
    ├─→ NO → REJECTED (Stop)
    ↓
    YES
    ↓
Complete JVP Template
    ↓
Score IPP Dimensions (0-50)
    ↓
Make Qualification Decision
    ↓
    ├─→ <20 points → REJECTED
    ├─→ 20-29 points → CONDITIONAL (Test)
    ├─→ 30-39 points → APPROVED (Good)
    └─→ 40-50 points → APPROVED (Strategic)
    ↓
Document Decision
    ↓
    ├─→ APPROVED → Add to Tracker → Begin Engagement
    ├─→ CONDITIONAL → Add to Tracker (Evaluate) → Test with Limited Resources
    └─→ REJECTED → Archive JVP → Do Not Pursue

✅ Quality Checklist

Before adding partner to tracker, verify:

  • JVP template completed
  • All Must-Have checks passed
  • IPP Score calculated (minimum 20 to proceed)
  • Qualification decision made
  • Decision documented in JVP template
  • If approved: 90-day activation plan created
  • Partner added to tracker with all required fields
  • Partner added to HubSpot with proper tags
  • Initial outreach scheduled

📚 Related Documentation

  • Joint Value Proposition Template: templates/joint-value-proposition-template.md ⭐ REQUIRED
  • Ideal Partner Profile: ideal-partner-profile.md - IPP framework and scoring
  • Tracker Final Schema: tracker-final-schema.md - Tracker structure
  • Partner Playbook: partner-playbook.md - Strategy and approach

Last Updated: January 2025
Owner: GTM / Partnerships Lead
Required For: All new partner additions

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