Sales Partnerships

Purpose

The Sales Partnerships function at FlowFuse is responsible for building, enabling, and scaling partner-led and partner-assisted commercial motions.
Sales Partnerships exists to extend FlowFuse’s reach, accelerate adoption in specific markets or industries, and complement direct Sales efforts through trusted partners.

Partnerships are treated as a deliberate go-to-market strategy, not an opportunistic channel.

Scope and Responsibilities

Sales Partnerships owns:

• Identification and recruitment of strategic partners
• Partner qualification and onboarding
• Definition of partner engagement models (referral, co-sell, delivery)
• Partner enablement, training, and certification
• Support for partner-led and co-sell opportunities
• Monitoring partner performance and effectiveness
• Ongoing partner relationship management

Sales Partnerships is accountable for partner readiness and performance, not for direct opportunity ownership or commercial close.

Sales Partnerships–Owned Processes

Sales Partnerships owns the following partner-related processes:

• Partner identification and recruitment
• Partner onboarding and enablement
• Co-sell and referral motion definition
• Partner documentation and support
• Partner performance monitoring and optimization

Detailed process documentation will be added as these motions are formalized.

Collaboration Model

Sales Partnerships works in close coordination with other functions in the Commercial Organization:

• Sales Department
  Owns opportunity qualification, progression, and commercial close.
  Sales Partnerships supports partner involvement within Sales-owned processes.

• Solution Engineering
  Supports technical enablement for partners and validates partner-led solutions when required.

• Customer Success
  Collaborates where partners are involved in post-sale delivery or ongoing customer support.

• Professional Services
  Coordinates delivery responsibilities when partners participate in implementation or enablement.

Sales Partnerships does not own customer relationships independently of Sales.

Engagement Principles

Sales Partnerships engagements follow these principles:

• Partners must add clear customer and commercial value
• Partner roles and responsibilities must be explicit
• Sales ownership of the customer remains clear
• Enablement precedes scale
• Performance is monitored and reviewed regularly

Metrics and Accountability

Sales Partnerships effectiveness is measured by:

• Partner-sourced and partner-influenced pipeline
• Win rates and deal quality on partner-involved opportunities
• Partner readiness and certification progress
• Partner contribution to customer outcomes
• Consistency and predictability of partner engagement

Tools and Systems

Sales Partnerships primarily uses:

• CRM for partner tracking and deal visibility
• Enablement and training platforms
• Documentation repositories for partner materials
• Communication tools for partner coordination

Detailed tool usage is documented separately.

How This Page Is Used

This page defines what Sales Partnerships owns.
Detailed execution guidance is documented in:

• Partner process documentation
• Enablement and certification materials
• Co-sell and referral playbooks

This separation ensures that partnerships scale in a controlled and predictable way.