Partnerships consultingTurn partnerships into predictable pipeline.

We align the teams behind your partnerships and build partner programs that produce. Brokers, referral partners, resellers, alliances.

Book a discovery call See how we work

30 minutes You'll leave with a clearer read on where you are, even if we never work together.

The problem

Most partner programs don't fail for lack of relationships. They fail because the work never compounds.

Relationships exist, but don't convert.
Introductions happen, but don't scale.
A few partners produce, most stay quiet.

The issue is rarely the partners. It's how the program is being supported. Read the channel architecture problem.

Sound familiar?

Three scenarios we see most.

Partners signed. Not enough produce.

What we doWe find what the producing partners have in common, refocus the motion on firms like them, and build the activation plan the rest never got.

41% of partners stopped selling a vendor's products in the past year without leaving its program. Source: The Channel Company, 2025 Partner Journey Study (opens in a new tab).

Strong operators hired, but the channel hasn't taken off.

What we doPartners are signed and meetings happen, but partner-sourced pipeline is still a rounding error. We bring channel fluency, positioning your partners can actually carry, and the structure that converts activity into pipeline.

Most revenue leaders report less than 10% of their leads come from partners. Source: HubSpot, Partnership Leaders, and Pavilion, 2023 (opens in a new tab).

You've invested in the channel, and every team runs its own version of it.

What we doRevenue is real and so are the partners, but marketing, sales, customer success, and leadership have drifted into separate playbooks, and nobody can prove what partnerships produce. We get the teams back on one thesis, one set of numbers, and one cadence, then rebuild the program on top of it.

More than half of marketing and sales leaders report misalignment with their partnerships team. Source: the same 2023 survey.

Where we go deepest

In benefits, the broker channel isn't optional. It's the default.

~90%of deals are broker-led for a mature insurance-adjacent product.

The closer a product sits to the insurance stack, the more broker-driven its market is. Companies that treat the channel as a side bet end up competing against the default.

See the six-step broker channel build order

% broker mix by solution type and company stage

Early

Mid

Mature

Perks

~30%

~50%

~70%

Point solutions

~50%

~70%

~80%

Insurance

~60%

~70%

~90%

Source BenefitFlow (opens in a new tab) Rough estimates based on BenefitFlow customer observations.

Not sure where your partner program stands? A first call will tell you.

Book a discovery call

Recent work

Proof of the work.

Series A HR tech

Stood up a broker channel from scratch, including positioning and marketplace access.

Series B employee wellness

Worked with partnerships and marketing to create broker channel materials, plan in-person events, and scale broker exposure.

Mature HRIS

Supported the transition from direct sales to broker-led distribution.

Client feedback

What clients say.

Working with Ryan has been extremely valuable. He is an expert in the health insurance broker space and has been able to act as a subject matter expert for us. Additionally, he has a sharp mind for business and partnerships, being able to see the entire landscape and how we can build a successful broker channel and business.

Partnerships LeaderBambooHR

Having you on these calls and part of the team gives me a lot of confidence in our ability to reach people and succeed.

CEOFintech company

Start with a 30-minute conversation.

You'll leave with a clearer read on:

Whether a partner program should be a growth lever
Where your current approach breaks
What to do next

Even if we never work together.

Book a discovery call