Brainforge Knowledge

partner-conversation-prep

4 min read

Partner Conversation Prep Checklist

Purpose: Quick checklist for preparing for partner qualification conversations
Use: Before every new partner conversation
Last Updated: January 2025

đź“‹ Pre-Conversation Checklist

Research (15 minutes)

  • Review partner’s website and LinkedIn
  • Identify partner type (Tech Vendor, Agency, Affiliate, etc.)
  • Identify potential archetype (Demand Creator, Deal Accelerator, etc.)
  • Check if partner’s customers match Brainforge ICP
  • Review partner’s recent news/announcements
  • Identify mutual connections (if any)

Prepare Our Answers (20 minutes)

Review Partner Qualification Questions and prepare answers to 2-3 questions from each section:

Section 1: ICP Alignment

  • Answer 2-3 questions about our ICP
  • Prepare to explain: Who we serve, industries, buyer personas

Section 2: Revenue Path

  • Answer 2-3 questions about our revenue model
  • Prepare to explain: Deal size, sales process, what we need from partners

Section 3: Archetype Fit

  • Answer 2-3 questions about our value proposition
  • Prepare to explain: How we create value, capabilities, differentiators

Section 4: Economics

  • Answer 2-3 questions about our partnership economics
  • Prepare to explain: Pricing model, discount structure, what we offer partners

Section 5: Strategic Value

  • Answer 2-3 questions about our market position
  • Prepare to explain: Credibility, strategic goals, what we bring to partnerships

Section 6: Operational Fit

  • Answer 2-3 questions about our processes
  • Prepare to explain: How we work with partners, responsiveness, approach

Section 7: Joint Value Prop

  • Answer 2-3 questions about customer outcomes
  • Prepare to explain: How we help customers, results, approach

Section 8: Activation

  • Answer 2-3 questions about our activation approach
  • Prepare to explain: 90-day plan, success metrics, timeline

Prepare Questions to Flip (10 minutes)

Review Partner Qualification Questions and identify questions to ask partner:

Must-Ask Questions (Critical for Qualification):

  • “Can you name 3+ specific accounts you would introduce us to?”
  • “How would introductions happen? What’s the process?”
  • “What does your customer profile look like? (Revenue, industry, buyer)”
  • “What would a 90-day activation plan look like?”
  • “What are the partnership economics? What do you need from us?”

Nice-to-Ask Questions (Fill in Gaps):

  • [Additional questions from framework - to be filled from PDF]

🎯 Conversation Structure

Opening (5 minutes)

  1. Establish credibility: Share our answers to 2-3 questions (who we are, what we do, how we help)
  2. Set context: “We’re exploring partnerships that compress time-to-revenue. Let me share how we think about partnerships…”
  3. Transition: “I’d love to learn more about [Partner] and see if there’s a fit. Can I ask you a few questions?”

Discovery (20-30 minutes)

  1. Flip questions: Ask qualification questions from framework
  2. Take notes: Document partner’s answers (use note-taking template)
  3. Probe deeper: Follow up on answers that indicate fit or misalignment
  4. Listen for red flags: Watch for answers that indicate misalignment

Qualification (10 minutes)

  1. Assess fit: Compare partner’s answers to IPP criteria
  2. Identify gaps: Note any missing information or concerns
  3. Next steps:
    • If fit: “This sounds like a good fit. Let me complete our qualification framework and propose a 90-day activation plan.”
    • If not: “I appreciate the conversation. Based on our criteria, this might not be the right fit right now, but let’s stay in touch.”

đź“ť Note-Taking During Conversation

Use this structure to take notes:

Partner: [Name]
Date: [YYYY-MM-DD]

ICP Alignment:
- Customers: [Notes]
- Industries: [Notes]
- Buyers: [Notes]

Revenue Path:
- Mechanism: [Notes]
- Specific accounts: [Notes]
- Process: [Notes]

Archetype:
- Fit: [Notes]
- Value prop: [Notes]

Economics:
- Partner benefit: [Notes]
- BF benefit: [Notes]

Strategic Value:
- [Notes]

Operational Fit:
- [Notes]

Joint Value Prop:
- [Notes]

Activation:
- [Notes]

Red Flags:
- [Notes]

Next Steps:
- [Notes]

âś… Post-Conversation Checklist

  • Complete JVP template using conversation notes
  • Score partner on 5 IPP dimensions
  • Make qualification decision
  • Document decision and rationale
  • If approved: Add to tracker, begin engagement
  • If rejected: Archive notes, do not pursue

đźš« Red Flags to Watch For

If partner says any of these, it’s likely not a fit:

  • “We can’t name specific accounts, but we have a large network”
  • “We’re not sure how introductions would work”
  • “This would be more of a long-term strategic relationship”
  • “We’d need you to discount your services significantly”
  • “We’re looking for staff augmentation support”
  • “We can’t commit to a 90-day activation plan”
  • “We’re not sure if our customers would be a fit”

If you hear these → Politely end conversation, do not pursue.

đź“š Related Documentation

  • Partner Qualification Questions: partner-qualification-questions.md - Full question framework
  • Joint Value Proposition Template: joint-value-proposition-template.md - Use answers to complete this
  • Partner Qualification Process: ../partner-qualification-process.md - Full qualification process

Last Updated: January 2025
Owner: GTM / Partnerships Lead

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