Brainforge Knowledge

partner-qualification-questions

9 min read

Partner Qualification Questions Framework

Purpose: 80 questions framework for qualifying partners - we answer 2-3 per section, flip rest to partner
Use: Before/during first partner conversation to qualify against IPP framework
Last Updated: January 2025

🎯 How to Use This Framework

Before the conversation:

  • Brainforge team answers 2-3 questions from each section (about ourselves/our value prop)
  • Prepare to flip remaining questions to partner to qualify them

During the conversation:

  • Lead with our answers (establish credibility and value)
  • Flip questions to partner (qualify them against IPP framework)
  • Take notes on partner’s answers
  • Use answers to complete JVP template after conversation

After the conversation:

  • Complete JVP template using partner’s answers
  • Score partner on IPP dimensions
  • Make qualification decision

📋 Question Categories

Note: This framework will be populated with the actual 80 questions from the PDF. Below is the structure organized by IPP dimensions.

Section 1: ICP Alignment Questions

Purpose: Determine if partner’s customers match Brainforge ICP

Brainforge Answers (2-3 questions we answer):

  1. [Question about our ICP - to be filled from PDF]
  2. [Question about our target customers - to be filled from PDF]
  3. [Question about our buyer personas - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner’s customers match Brainforge ICP (Startups 30M, Scale Ups 100M, Enterprise $100M+)
  • Partner serves relevant industries (Logistics, Manufacturing, Retail, E-commerce, SaaS, Professional Services)
  • Partner’s buyers are operator-level leaders who believe in data/AI

Section 2: Revenue Path Clarity Questions

Purpose: Understand how partner will generate revenue for Brainforge

Brainforge Answers (2-3 questions we answer):

  1. [Question about our revenue model - to be filled from PDF]
  2. [Question about our deal size - to be filled from PDF]
  3. [Question about our sales process - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner can name specific accounts they would introduce us to
  • Partner has clear mechanism for introductions (sales reps, referrals, co-marketing)
  • Partner is willing to co-own a 90-day activation plan

Section 3: Archetype Fit Questions

Purpose: Determine which partner archetype partner fits and how

Brainforge Answers (2-3 questions we answer):

  1. [Question about our value proposition - to be filled from PDF]
  2. [Question about our capabilities - to be filled from PDF]
  3. [Question about our differentiators - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner fits one or more archetypes (Demand Creator, Deal Accelerator, Capability Completer, Channel Multiplier)
  • Partner’s value proposition aligns with archetype
  • Partner creates buying urgency, removes decision step, or increases win rate/deal size/speed

Section 4: Economics Questions

Purpose: Understand partnership economics and ensure they work for both sides

Brainforge Answers (2-3 questions we answer):

  1. [Question about our pricing model - to be filled from PDF]
  2. [Question about our partnership economics - to be filled from PDF]
  3. [Question about our discount structure - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partnership economics are acceptable (referral fees, discounts, revenue share only when value is real)
  • Partnership does NOT compress pricing
  • Partnership does NOT turn us into staff augmentation
  • Partnership increases deal size, close rate, or reduces sales cycle

Section 5: Strategic Value Questions

Purpose: Understand strategic value beyond revenue

Brainforge Answers (2-3 questions we answer):

  1. [Question about our market position - to be filled from PDF]
  2. [Question about our credibility - to be filled from PDF]
  3. [Question about our strategic goals - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner provides market validation or credibility boost
  • Partner offers access to hard-to-enter industries or accounts
  • Partner enables joint marketing or case study opportunities

Section 6: Operational Fit Questions

Purpose: Understand how partnership will work operationally

Brainforge Answers (2-3 questions we answer):

  1. [Question about our processes - to be filled from PDF]
  2. [Question about our responsiveness - to be filled from PDF]
  3. [Question about our partnership approach - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner has clear processes for referrals/introductions
  • Partner is responsive and engaged
  • Partner has track record of successful partnerships

Section 7: Joint Value Proposition Questions

Purpose: Define the joint value proposition for shared customers

Brainforge Answers (2-3 questions we answer):

  1. [Question about our customer outcomes - to be filled from PDF]
  2. [Question about our approach - to be filled from PDF]
  3. [Question about our results - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Clear joint value proposition for shared customers
  • Both sides bring unique value
  • Combination is better than either alone

Section 8: Activation & Success Questions

Purpose: Understand 90-day activation plan and success metrics

Brainforge Answers (2-3 questions we answer):

  1. [Question about our activation approach - to be filled from PDF]
  2. [Question about our success metrics - to be filled from PDF]
  3. [Question about our timeline - to be filled from PDF]

Questions to Flip to Partner:

  • [Question 1 - to be filled from PDF]
  • [Question 2 - to be filled from PDF]
  • [Question 3 - to be filled from PDF]
  • [Question 4 - to be filled from PDF]
  • [Question 5 - to be filled from PDF]
  • [Question 6 - to be filled from PDF]
  • [Question 7 - to be filled from PDF]
  • [Question 8 - to be filled from PDF]
  • [Question 9 - to be filled from PDF]
  • [Question 10 - to be filled from PDF]

Key Qualification Criteria:

  • Partner willing to co-own 90-day activation plan
  • Clear milestones and success metrics
  • Both sides committed to activation

🎯 Conversation Flow

Opening (5 minutes)

  1. Establish credibility: Answer 2-3 Brainforge questions from relevant sections
  2. Set context: “We’re exploring partnerships that compress time-to-revenue. Let me share how we think about partnerships…”

Discovery (20-30 minutes)

  1. Flip questions to partner: Ask questions from each section to qualify them
  2. Take notes: Document partner’s answers for JVP template
  3. Probe deeper: Follow up on answers that indicate fit or 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, propose 90-day activation plan; if not, politely decline

📝 Note-Taking Template

Partner: [Name]
Date: [YYYY-MM-DD]
Conversation Type: [Initial, Follow-up, Qualification]

ICP Alignment

  • Partner’s customers: [Notes]
  • Industries: [Notes]
  • Buyer personas: [Notes]
  • ICP Match: [Yes/No/Partial]

Revenue Path

  • Introduction mechanism: [Notes]
  • Specific accounts: [Notes]
  • Frequency: [Notes]
  • 90-day plan willingness: [Yes/No]

Archetype Fit

  • Selected archetype: [Notes]
  • How they fit: [Notes]
  • Value proposition: [Notes]

Economics

  • Partner benefit: [Notes]
  • Brainforge benefit: [Notes]
  • Deal size impact: [Notes]
  • Pricing compression risk: [Yes/No]

Strategic Value

  • Market validation: [Notes]
  • Access: [Notes]
  • Joint opportunities: [Notes]

Operational Fit

  • Processes: [Notes]
  • Responsiveness: [Notes]
  • Track record: [Notes]

Joint Value Prop

  • Customer problem: [Notes]
  • Joint solution: [Notes]
  • Customer outcome: [Notes]

Activation

  • 90-day plan: [Notes]
  • Success metrics: [Notes]
  • Commitment level: [High/Medium/Low]

✅ 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

📚 Related Documentation

  • Joint Value Proposition Template: joint-value-proposition-template.md - Use answers to complete this
  • Partner Qualification Process: ../partner-qualification-process.md - Full qualification process
  • Ideal Partner Profile: ../ideal-partner-profile.md - IPP framework and scoring

Last Updated: January 2025
Status: Awaiting PDF content - structure ready for population
Owner: GTM / Partnerships Lead

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