Channel Voices Designing Partner Programs for Lifecycle Value
We talk with Pablo Hanono about how partner programs move from metal tiers to value motions, and why modern partner ecosystems need clearer economics, better data, and stronger infrastructure. We also unpack how AI shifts partnership work away from manual execution and towards judgement, analysis, and trust-based relationships.
• Building a global partnerships career from Buenos Aires
• Turning Books of the Channel into a learning hub and course
• Moving beyond silver and gold tiers towards value motions
• Specialising partners based on customer needs and outcomes
• Designing for lifecycle value across co-sell, delivery, adoption and renewals
• Using AI to remove admin friction and speed up program work
• Doubling down on analytical thinking to focus on the right partners
• Investing in PRM, incentives tooling and strong partner operations teams
• Embedding partner economics into programme design from day one
• Asking whether partners will accept agents over real people
Check out he course, 'Partner Ecosystems Fundamentals' - https://booksofthechannel.com/course
Read Pablo's article, 'The Partnerships Professional Role in the Age of AI: From Execution to Judgment' - https://www.linkedin.com/pulse/partnerships-professional-role-age-ai-from-execution-judgment-hanono-0wlkf
Books of the Channel on LinkedIn - https://www.linkedin.com/company/books-of-the-channel/
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Until next time 👋