Market Fit
Clarify the buyer before recruiting partners.
- Define the highest-fit industries, buyer roles, and business problems.
- Prepare market-ready discovery questions, sales collateral, and pilot criteria.
- Identify where customer workflow, implementation, or integration needs may differ.
Partner Model
Decide what the market partner must actually do.
- Separate reseller, referral, implementation, support, and integration responsibilities.
- Define lead ownership, pricing approach, handover rules, and escalation paths.
- Prepare onboarding material for demos, pilots, documentation, and customer success.
Pilot Readiness
Make the first market customer achievable.
A strong pilot should have a named buyer, clear use case, scoped integration needs, realistic support expectations, and an implementation partner who can stay close after sale.