================================================================================ PARTNERNOMICS FRAMEWORK CATALOG ================================================================================ Validated Catalog from "LAUNCH: The Blueprint for Building a Profit-Focused Partnership Program in 90 Days" by Mark Brigman, Ph.D. Catalog Generated: 2026-02-10 Source: Full book content verification against 290KB content map Total Frameworks Identified: 26 (All Original to Brigman/PARTNERNOMICS) ================================================================================ FRAMEWORK CARDS ================================================================================ FRAMEWORK 1: Quick Launch Program (QLP) ================================================================================ TYPE: Strategic / Tactical (Integrated Meta-Framework) ORIGIN: Original (Brigman created) SOURCE: Introduction, Chapter 1, throughout book DESCRIPTION: The 10-step master framework that orchestrates the entire partnership program development lifecycle from customer profiling through performance optimization, executable in 90 days. The foundational meta-framework coordinating all other frameworks as components. COMPONENTS: 1. Ideal Customer Profile (ICP) 2. Ideal Partner Profile (IPP) 3. Strategic Partnering Plan (SPP) 4. Non-Binding Term Sheet 5. Partner Candidate Identification 6. Partner Candidate Evaluation 7. Partnership Agreement Negotiation & Execution 8. First 90-Days Plan Launch 9. Partner Business Reviews (PBR) 10. Performance Tracking & Optimization WHEN TO USE: When launching a new partnership program or scaling an existing one; recommended to complete one full cycle (90 days) before expanding to additional partnership types. INPUT REQUIRED: Executive commitment, cross-functional team, existing customer data, market knowledge OUTPUT PRODUCED: Signed partnership agreements, operational playbooks, performance dashboards, revenue pipeline RELATED FRAMEWORKS: All other frameworks in this catalog are sub-frameworks or components of the QLP BOOK EVIDENCE: "The PARTNERNOMICS Quick Launch Program (QLP) provides the exact framework you need to build a profit-focused partnership program in 90 days" FRAMEWORK 2: Ideal Customer Profile (ICP) - Reverse-Engineering Analysis ================================================================================ TYPE: Diagnostic / Strategic ORIGIN: Original (Brigman created) SOURCE: Chapter 2 DESCRIPTION: A four-step systematic process that analyzes existing customer data to define firmographic, demographic, and psychographic characteristics of the most profitable customers rather than making assumptions about who to serve. COMPONENTS: Step 1: Identify top 20-30 customers by revenue, profit margins, payment history, longevity Step 2: List core solutions/product lines Step 3: Link top customers to specific solutions they purchased Step 4: Identify common characteristics shared by each customer group Deliverable: ICP Worksheet with 10+ firmographic and 10+ demographic/psychographic attributes per customer segment WHEN TO USE: At the beginning of any partnership initiative before target partner identification; whenever entering a new market segment INPUT REQUIRED: Historical customer database, financial performance data, customer satisfaction/retention data OUTPUT PRODUCED: Documented ICP Worksheet with weighted importance scores (1-10) for each characteristic RELATED FRAMEWORKS: Foundation for Ideal Partner Profile (IPP); informs Strategic Partnering Plan (SPP) goals; guides Partner Scoring Tool criteria BOOK EVIDENCE: "Your Ideal Customer Profile must detail the core characteristics of companies that generate the highest profits with lowest acquisition costs" FRAMEWORK 3: Ideal Customer Profile (ICP) - Three-Dimension Model ================================================================================ TYPE: Diagnostic / Philosophical ORIGIN: Original (Brigman created; builds on standard business definitions) SOURCE: Chapter 2 DESCRIPTION: Comprehensive customer segmentation model that separates customer profiling into three distinct, interrelated dimensions that partners need to identify qualified referral opportunities effectively. COMPONENTS: Firmographic Dimension: industry, revenue, employees, location, age, ownership, model Demographic Dimension: job titles, reporting, experience, background, authority Psychographic Dimension: risk tolerance, innovation orientation, decision style, communication preferences, success metrics WHEN TO USE: When creating customer profiles; training partners on referral qualification; during partner evaluation INPUT REQUIRED: Customer data across three dimensions; partner interviews OUTPUT PRODUCED: Three-dimensional customer profile; partner training materials; lead qualification rubric RELATED FRAMEWORKS: Informs ICP Ecosystem Analysis; used in Partner Preparation Sheet; embedded in Partner Scoring Tool BOOK EVIDENCE: "Customer profiles contain firmographic data... customer personas contain demographic and psychographic data" FRAMEWORK 4: ICP Ecosystem Analysis ================================================================================ TYPE: Strategic / Diagnostic ORIGIN: Original (Brigman created) SOURCE: Chapter 3 DESCRIPTION: A systematic method for mapping the customer ecosystem to identify all complementary company types that serve the Ideal Customer Profile in trusted-advisor roles, revealing the highest-potential partner categories before specific company names are identified. COMPONENTS: 1. List products/services customers purchase BEFORE your solution 2. List products/services purchased DURING your solution 3. List products/services purchased AFTER your solution 4. Identify 10+ complementary company types at ecosystem level 5. Filter for 100% complementary and 0% competitive relationships 6. Analyze direct and indirect influencers of purchase decisions WHEN TO USE: After ICP definition, before partner candidate identification; when entering new market segments INPUT REQUIRED: Ideal Customer Profile, knowledge of customer buying journey, industry expertise OUTPUT PRODUCED: Ecosystem map showing 10+ partner company type categories with descriptions RELATED FRAMEWORKS: Feeds into Ideal Partner Profile (IPP); used in Partner Candidate Identification process (Step 5 of QLP) BOOK EVIDENCE: "The ICP Ecosystem Analysis provides a systematic method for mapping your ideal customer's world to identify companies with established trusted relationships" FRAMEWORK 5: Ideal Partner Profile (IPP) - Company Type Worksheet ================================================================================ TYPE: Strategic / Diagnostic ORIGIN: Original (Brigman created) SOURCE: Chapter 3 DESCRIPTION: Practical tool that transforms ecosystem analysis into actionable partner selection criteria by documenting target company types with priority weights and detailed firmographic, demographic, and psychographic selection criteria. COMPONENTS: Section A: Ecosystem Company Types with priority weights (1-10) Section B: Firmographic Criteria (geographic, revenue, employees, years, ownership, partnership experience, partner portfolio) Section C: Decision-Maker Demographics & Psychographics (job titles, reporting, experience, collaboration orientation, strategic thinking, relationship focus, long-term perspective, results orientation) All with importance weights (1-10) WHEN TO USE: After ecosystem analysis; before partner candidate sourcing; guides all downstream partner identification INPUT REQUIRED: ICP Ecosystem Analysis output; industry knowledge OUTPUT PRODUCED: IPP Worksheet with weighted criteria; prioritized list of partner company types to pursue RELATED FRAMEWORKS: Builds on ICP Ecosystem Analysis; guides Partner Candidate Identification (Step 5); informs Term Sheet Qualifications section; used in Partner Scoring Tool BOOK EVIDENCE: "The IPP Worksheet transforms your ecosystem analysis into a practical tool for identifying and evaluating partners" FRAMEWORK 6: Strategic Partnering Plan (SPP) - 12-Component Framework ================================================================================ TYPE: Strategic ORIGIN: Original (Brigman created) SOURCE: Chapter 4 DESCRIPTION: Comprehensive internal blueprint document that aligns the entire organization around partnership strategy, execution approach, success metrics, and risk mitigation BEFORE any external partner recruitment begins. COMPONENTS - STRATEGY & SWOT: 1. Executive Summary (1-2 paragraphs): type, profile, goals, timeline 2. Problem Statement: market issue, job to be done, quantified challenges 3. Purpose Statement: capabilities emerging, how partnerships solve problems 4. Approach Definition: partnership type, partner profile, major deal terms 5. Strengths Analysis (SWOT): capabilities attractive to partners 6. Weaknesses Analysis (SWOT): organizational limitations as partnership opportunities 7. Opportunities Analysis (SWOT): external market forces favoring success 8. Threats Analysis (SWOT): external challenges that could derail initiative COMPONENTS - EXECUTION & GOALS: 9. Assumptions Documentation: beliefs needing verification 10. Risks Identification (Internal): controllable factors that could create issues 11. Requirements Definition: personnel, financial, technology, training needs 12. Goals Definition (3 maximum): S.M.A.R.T. business outcomes WHEN TO USE: Before contacting ANY potential partners; before external negotiations begin; to align leadership team around partnership strategy INPUT REQUIRED: Ideal Customer Profile, Ideal Partner Profile, market research, competitive analysis, internal capability assessment OUTPUT PRODUCED: Written SPP document (living document to be reviewed and updated quarterly); aligned leadership team; clear internal direction RELATED FRAMEWORKS: Uses ICP and IPP as inputs; informs Term Sheet; guides Partner Scoring criteria; foundation for First 90-Days Plan goals BOOK EVIDENCE: "The Strategic Partnering Plan serves as your internal battle plan, defining success, clarifying goals, and aligning your entire company" FRAMEWORK 7: Non-Binding Term Sheet - 8-Component Document ================================================================================ TYPE: Tactical / Diagnostic ORIGIN: Original (Brigman created) SOURCE: Chapter 5 DESCRIPTION: One-page or brief non-binding document that communicates core business terms upfront, enabling fast yes-or-no decisions and eliminating partnerships with fundamental misalignments before anyone invests significant time. COMPONENTS: 1. Company Section: vision, mission, values, cultural attributes 2. Opportunity Section: partnership type, value proposition, timelines 3. Qualifications Section: requirements, screening criteria 4. Goals Section: specific, measurable outcomes 5. Team Section: roles, responsibilities, executive sponsorship 6. Communications Section: meeting cadence, data sharing, performance tracking 7. Deal Terms Section: financial, legal, insurance, IP protections 8. For Consideration Section: future discussion topics WHEN TO USE: During initial partner conversations (after company selection but before detailed negotiations); can be used with both customized and standardized agreements INPUT REQUIRED: Completed SPP, IPP Worksheet, Term Sheet template OUTPUT PRODUCED: Term Sheet document shared with potential partners; fast yes-or-no decisions; eliminated poor-fit candidates RELATED FRAMEWORKS: Uses SPP goals and approach; guides initial partner conversations; fed into Negotiation Matrix; basis for formal legal contracts BOOK EVIDENCE: "The Term Sheet transforms partnership development from a guessing game into a systematic process that gets to yes or no in hours rather than months" FRAMEWORK 8: Partner Candidate Sourcing - 6-Channel Framework ================================================================================ TYPE: Tactical ORIGIN: Original (Brigman created; channels are industry standard but framework is novel) SOURCE: Chapter 6 DESCRIPTION: Systematic approach for identifying potential partners using multiple, complementary research sources rather than relying on a single channel. COMPONENTS: Channel 1: Networking & Industry Events (conferences, associations, local meetups) Channel 2: Competitors of Your Best Partners (direct competitors serving same customers) Channel 3: Referrals from Internal Team (sales, marketing, customer success suggestions) Channel 4: Business Databases & Directories (LinkedIn, Apollo, ZoomInfo, industry-specific) Channel 5: Strategic Google Searches (targeted phrases, industry directories) Channel 6: Artificial Intelligence Platforms (AI analysis of company alignment) WHEN TO USE: During Step 5 of QLP (Partner Candidate Identification); use 2-3 sources simultaneously rather than all 6 at once INPUT REQUIRED: IPP Worksheet with clear selection criteria; target list objectives OUTPUT PRODUCED: Prioritized list of 30-50+ potential partner candidates; ranked by IPP fit RELATED FRAMEWORKS: Uses IPP Worksheet as filter; output feeds into Partner Scoring Tool; candidates refined through discovery calls and evaluation BOOK EVIDENCE: "Partner identification requires systematic research using multiple sources to discover companies that match your Ideal Partner Profile" FRAMEWORK 9: Partner Candidate Evaluation - Discovery Call Framework ================================================================================ TYPE: Tactical / Diagnostic ORIGIN: Original (Brigman created; builds on consultative sales interviewing) SOURCE: Chapter 7 DESCRIPTION: Systematic approach to gathering intelligence during partner conversations that prioritizes understanding potential partner priorities and challenges before presenting your partnership opportunity. COMPONENTS: Pre-Call Preparation: define objectives, prepare questions, research company Open-Ended Questions: gather broad information about business model, strategy, growth Probing Questions: understand deeper motivations and priorities Closed-Ended Questions: confirm specific details and commitments Listening & Understanding Focus: prioritize learning over selling WHEN TO USE: During Step 6 evaluation (after Term Sheet shared); conduct multiple discovery calls per candidate to gather complete information INPUT REQUIRED: Term Sheet, prepared discussion guide, company research OUTPUT PRODUCED: Insights into partner priorities, challenges, capabilities; information for Partner Preparation Sheet; input for Partner Scoring Tool RELATED FRAMEWORKS: Output feeds into Partner Preparation Sheet; information used in Partner Scoring Tool; discovery call insights validate SPP assumptions BOOK EVIDENCE: "Effective discovery calls require you to flip the traditional sales script on its head. Instead of leading with your value proposition, understand what your potential partner wants to achieve" FRAMEWORK 10: Partner Preparation Sheet ================================================================================ TYPE: Diagnostic / Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 7 DESCRIPTION: Living document that captures information from multiple conversations with each potential partner, maintaining organized records and ensuring no essential details are lost. COMPONENTS: 1. Meeting Logistics Section: name, date, attendees (chronological record) 2. Objectives Section: goals for each meeting, agenda items 3. Power Analysis Section: YOUR power to offer, THEIR power to offer 4. Dialogue Items Section: questions to ask, anticipated questions 5. Partnering Assessment - NEEDS: requirements for partnership success 6. Partnering Assessment - WANTS: wish list items enhancing value 7. Partnering Assessment - LIMITS: walk-away positions, non-negotiable terms WHEN TO USE: During Step 6 evaluation process; update after each partner conversation; use as reference during negotiations INPUT REQUIRED: Completed Term Sheet, information from discovery calls, power analysis OUTPUT PRODUCED: Living record of partner relationship development; organized information for Partner Scoring Tool; intelligence feeds into negotiation planning RELATED FRAMEWORKS: Feeds into Partner Scoring Tool evaluation; informs Negotiation Matrix; helps identify which candidates deserve continued pursuit BOOK EVIDENCE: "The Partner Preparation Sheet transforms chaotic partnership conversations into disciplined evaluation processes" FRAMEWORK 11: Partner Scoring Tool ================================================================================ TYPE: Diagnostic ORIGIN: Original (Brigman created; builds on standard evaluation rubrics) SOURCE: Chapter 7 DESCRIPTION: Objective, quantitative framework that removes bias and emotion from partner selection by applying consistent evaluation criteria that predict partnership success. COMPONENTS: Standard Evaluation Criteria: goal alignment, product quality, scale/capacity, track record, relationships/brand, financial health, years in business Custom Evaluation Criteria: unique to each partnership type Scoring Process: rate 1-10 (or use red/yellow/green for lower-stakes partnerships) Weighting System: assign 1-10 weight to each criterion based on importance Comparison & Ranking: compare composite weighted scores across candidates WHEN TO USE: During Step 6 evaluation after discovery calls; apply consistently across all partnership evaluations INPUT REQUIRED: Partner Preparation Sheet information, predefined evaluation criteria aligned with SPP, scoring rubrics OUTPUT PRODUCED: Numerical or color-coded scores; prioritized candidate ranking; objective decision-making documentation RELATED FRAMEWORKS: Uses information from discovery calls and Partner Preparation Sheet; output guides which candidates advance to negotiation; informs Negotiation Matrix priority BOOK EVIDENCE: "The Partner Scoring Tool provides the objective, quantitative framework that protects you from contracting with partners who will become anchors" FRAMEWORK 12: Negotiation Matrix ================================================================================ TYPE: Tactical / Strategic ORIGIN: Original (Brigman created) SOURCE: Chapter 8 DESCRIPTION: Visual tool mapping deal objectives against negotiation strategy columns that clarify where flexibility is possible and when you must walk away. COMPONENTS: Left Column: Deal Objectives/Terms (revenue sharing, duration, performance, marketing, exclusivity) Second Column: NEEDS (Must-Haves): non-negotiable terms required to proceed Third Column: WANTS (Nice-to-Haves): opening position offering maximum benefit Space Between: negotiation arena where value can be traded Customization: create individual matrices for different partnership types Updates: evolve based on experience with actual negotiations WHEN TO USE: During Step 7 negotiation and execution; complete before formal negotiations begin; reference throughout deal discussions INPUT REQUIRED: SPP approach definition, Term Sheet deal terms, Partner Preparation Sheet needs/wants/limits analysis OUTPUT PRODUCED: Clear boundaries for every negotiation; framework preventing emotional concessions; documented rationale for requirements RELATED FRAMEWORKS: Builds on Partner Preparation Sheet needs/wants/limits; works with Wish List to enable value trading; guides Term Sheet and final agreement structure BOOK EVIDENCE: "The Negotiation Matrix provides absolute clarity about where you can be flexible and when you must walk away from misaligned partnership opportunities" FRAMEWORK 13: Wish List (Negotiation Trading Framework) ================================================================================ TYPE: Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 8 DESCRIPTION: Collection of nice-to-have items you could request in trades with potential partners that provide significant value but require minimal cost to deliver. COMPONENTS: Marketing/Visibility Items: press releases, website placement, newsletters, events, co-marketing campaigns Proof/Credibility Items: testimonials, case studies, referrals, pilot opportunities Operational/Support Items: priority support, account management, training, early access to new products Preparation & Usage: prepare before negotiations, respond quickly with counteroffers Updates: regularly update with changing business priorities WHEN TO USE: During Step 7 negotiation and execution; referenced when partners request concessions on core terms INPUT REQUIRED: SPP goals and objectives, partnership value proposition, understanding of what provides value to your business OUTPUT PRODUCED: List of 5+ valuable tradeable items; successful value-balanced negotiations; mutual benefit agreements RELATED FRAMEWORKS: Works with Negotiation Matrix; enables "trading value" negotiation philosophy; ensures balanced partnership agreements BOOK EVIDENCE: "Your wish list enables you to make counteroffers that maintain the balance of value exchange when partners request concessions on essential terms" FRAMEWORK 14: First 90-Days Plan - 6-Component Launch Framework ================================================================================ TYPE: Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 9 DESCRIPTION: Detailed tactical plan that bridges the gap between signed partnership agreements and active collaboration, transforming vague intentions into specific action items executable immediately after contract signature. COMPONENTS: 1. CONTACTS Component: all working team members, executives, system access 2. GOALS & MILESTONES Component: 3 S.M.A.R.T. goals, specific milestones 3. METRICS & DASHBOARDS Component: leading indicators (3 per goal), data collection/sharing 4. COMMUNICATIONS Component: meeting cadence, communication methods, peer touchpoints 5. ONBOARDING & ADMINISTRATION Component: tax docs, insurance, compliance, system setup 6. FOR CONSIDERATION Component: future discussion topics WHEN TO USE: Immediately after contract signature (Step 8 of QLP); template created before any partnerships are signed; customized for each new partner INPUT REQUIRED: Partnership agreement, SPP goals, team roster, performance metrics, communication preferences OUTPUT PRODUCED: Completed First 90-Days Plan document; onboarded team members; active partner collaboration from day 1 RELATED FRAMEWORKS: Operationalizes SPP goals; provides structure for First 90-Days execution; establishes pattern for role-based pairing and ongoing PBR BOOK EVIDENCE: "The First 90-Days Plan transforms vague partnership intentions into specific action items that both organizations can execute immediately" FRAMEWORK 15: Role-Based Partner Pairing ================================================================================ TYPE: Tactical / Relationship ORIGIN: Original (Brigman created) SOURCE: Chapter 9 DESCRIPTION: Methodology establishing multiple peer-to-peer connections between corresponding roles at partner organizations, providing cost-effective relationship depth and multi-touch engagement while preventing partnership deterioration. COMPONENTS: Pairing Strategy: Sales-to-Sales, Marketing-to-Marketing, Customer Success-to-CS Multi-Touch Engagement Benefits: keeps company top-of-mind, multiple relationship points, provides redundancy Individual Pairing Management: limit each person to max 5 partner relationships Key Implementation Elements: partner recruiting, qualification, incentives, engagement, retention Evolution: stepping stone toward dedicated partnership management teams WHEN TO USE: When establishing First 90-Days Plan (Step 8); for companies without dedicated partnership staff; as intermediate step before full channel program INPUT REQUIRED: Organizational structure of both companies, role definitions, incentive structures, communication preferences OUTPUT PRODUCED: Documented pairing map, role-based connections, relationship redundancy RELATED FRAMEWORKS: Part of First 90-Days Plan implementation; enables Partner Business Reviews; supports ongoing engagement metrics BOOK EVIDENCE: "Role-Based Partner Pairing addresses this issue by establishing multiple peer-to-peer connections between corresponding roles" FRAMEWORK 16: Partner Business Review (PBR) - 5-Component Framework ================================================================================ TYPE: Tactical / Relationship Management ORIGIN: Original (Brigman created) SOURCE: Chapter 10 DESCRIPTION: Structured meeting format that transforms casual check-ins into productive sessions maintaining accountability and driving performance through five distinct components. COMPONENTS: 1. LIGHTNING ROUND: recent wins, current focus areas (5-10 min/org) 2. HEADLINE NEWS: significant company/industry developments (5-10 min) 3. SCOREBOARD REVIEW: data-driven performance discussion (15-30 min) 4. OPEN MIC: challenges, opportunities, concerns (10-15 min) 5. TO-DO'S: action items with owner, finish line, deadline (5-10 min) WHEN TO USE: Monthly for most partnerships (after First 90-Days Plan launch); adjust cadence based on partnership strategic importance and activity level INPUT REQUIRED: Performance data/metrics from First 90-Days Plan, partnership goals, team roster, scheduled time OUTPUT PRODUCED: PBR meeting minutes; action item tracking; corrective actions for red-status items; documented partnership health RELATED FRAMEWORKS: Uses metrics and goals from First 90-Days Plan; operationalizes ongoing partnership management; informs performance data for lifecycle tracking BOOK EVIDENCE: "The Partner Business Review provides the structured framework that transforms pointless check-ins into productive sessions that drive results" FRAMEWORK 17: Partnership Scoreboard (Red-Yellow-Green Format) ================================================================================ TYPE: Diagnostic / Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 10 DESCRIPTION: Visual representation of progress toward partnership goals using simple red-yellow-green status indicators that eliminate ambiguity and force objective performance discussions. COMPONENTS: Red Status: 30-40% below expectations, requires immediate attention Yellow Status: 10-20% below expectations, requires attention but less urgent Green Status: meets or exceeds expectations, should be celebrated Discussion Order: reds first, yellows second, greens for recognition Metrics Tracked: leading indicators (activities), lagging indicators (outcomes) WHEN TO USE: In every Partner Business Review meeting; established in First 90-Days Plan INPUT REQUIRED: Goal definitions from First 90-Days Plan, data collection systems, target performance levels OUTPUT PRODUCED: Visual dashboard with status indicators; quarterly/monthly performance reports; documented performance history RELATED FRAMEWORKS: Operationalizes PBR Scoreboard Review component; provides input for quarterly reporting; feeds into performance tracking and optimization framework BOOK EVIDENCE: "The partnership scoreboard serves as your most powerful tool for maintaining accountability and driving performance" FRAMEWORK 18: Lifecycle Performance Tracking - 3-Area Framework ================================================================================ TYPE: Diagnostic / Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 11 DESCRIPTION: Data collection and analysis framework across three partnership lifecycle stages that provide complete visibility into program health and identify optimization. COMPONENTS: AREA 1: RECRUITING PERFORMANCE (leading indicator of all other success) Quantity: application volume, candidate engagements, contracts executed, live partners Quality: conversion rate, timeline, active partners vs. live, partner satisfaction (NPS) AREA 2: ENGAGEMENT PERFORMANCE (leading indicator predicting revenue) Co-Marketing: engagement efforts per quarter Training: certification completion rates Meetings: PBR attendance and participation Leads: quantity and qualification rate Churn: partners becoming inactive AREA 3: REVENUE PERFORMANCE (ultimate success measure) Conversions: lead-to-deal rate, average sales cycle Deal Size: partner-sourced vs. direct sales Revenue: total monthly revenue from partners Retention: customer retention rates by source WHEN TO USE: Establish immediately at program start (Step 10 of QLP); track monthly; review during PBRs and quarterly strategy reviews INPUT REQUIRED: Integrated data systems or simple spreadsheets; clear definitions of partner activity, engagement, lead qualification OUTPUT PRODUCED: Monthly/quarterly performance dashboard; trends analysis; optimization recommendations; justification for continued program investment RELATED FRAMEWORKS: Uses metrics from First 90-Days Plan and SPP goals; informs PBR scoreboard; feeds into quarterly leadership reporting; guides program optimization BOOK EVIDENCE: "Your partnership program needs three core areas of performance data that work together to provide complete visibility into program health" FRAMEWORK 19: Three Paths to Profitable Growth ================================================================================ TYPE: Strategic / Philosophical ORIGIN: Original (Brigman created; positions partnerships among alternatives) SOURCE: Introduction, Chapter 1 DESCRIPTION: Strategic framework identifying three primary paths available to organizations for achieving business growth. COMPONENTS: Path 1: Organic Growth (Build) - internal resources, slow, capital intensive Path 2: Acquisitive Growth (Buy/Merge) - immediate access, expensive, integration risk Path 3: Partnering Growth (Partner) - fastest, lowest investment, requires coordination WHEN TO USE: During strategic planning conversations; when evaluating growth options; to justify partnership program investment vs. alternatives INPUT REQUIRED: Growth targets, capital constraints, competitive timelines, internal capabilities assessment OUTPUT PRODUCED: Strategic rationale for partnership approach; framework for growth option evaluation RELATED FRAMEWORKS: Foundational reasoning for entire Quick Launch Program; establishes partnership as complement to direct sales BOOK EVIDENCE: "Visionary business leaders recognize three primary paths to profitable growth. First, build organically... Second, acquire... Third, collaborate" FRAMEWORK 20: Six Partnership Types (Facilitator Category) ================================================================================ TYPE: Strategic / Classification ORIGIN: Original (Brigman created) SOURCE: Chapter 1, Chapter 12, Architecture document DESCRIPTION: Classification system identifying six distinct partnership models within the Facilitator category, each with unique recruitment strategies and launch requirements. COMPONENTS: 1. INFLUENCER: trusted advisors influencing purchase decisions 2. REFERRAL: organizations generating customer introductions 3. AFFILIATE: financial incentive per transaction 4. CO-SELL: joint selling with complementary solutions 5. SERVICE: partnerships delivering services using your solutions 6. MARKETPLACE: platform-based transactions through ecosystem WHEN TO USE: During SPP development (Step 3); determines all downstream customization; guides partnership type-specific playbook creation INPUT REQUIRED: Business model analysis, customer buying journey, competitive positioning, organizational capabilities OUTPUT PRODUCED: Selected partnership type for launch; type-specific customization of all QLP steps; clear program boundaries RELATED FRAMEWORKS: Informs Term Sheet opportunities section; guides First 90-Days Plan customization; determines metrics and engagement strategies BOOK EVIDENCE: "The PARTNERNOMICS Quick Launch Program strikes the perfect balance for companies developing partnerships in the Facilitator category, which encompasses Influencer, Referral, Affiliate, Co-Sell, Service, and Marketplace relationships" FRAMEWORK 21: Martinsville Miracle (Teaching Metaphor & Innovation Model) ================================================================================ TYPE: Philosophical / Teaching Model ORIGIN: Original (Brigman created; based on Ross Chastain's 2022 NASCAR maneuver) SOURCE: Introduction DESCRIPTION: Conceptual framework using NASCAR racing analogy to teach organizational change principles and the mindset required to implement transformative strategies. COMPONENTS: THE INNOVATION: Challenge conventional wisdom, reframe constraints as tools, accept necessary risk, execute with total commitment BUSINESS APPLICATION: Principle 1: Challenge conventional wisdom (status quo guarantees mediocrity) Principle 2: Accept necessary risk (calculated risk beats guaranteed failure) Principle 3: Execute with total commitment (no half-measures, full resource dedication) WHEN TO USE: For change management communication; explaining why partnership strategy is necessary; motivating organizational commitment to transformation INPUT REQUIRED: Communication context, understanding of current cultural resistance OUTPUT PRODUCED: Shared mental model for partnership transformation; motivation for implementation; framing of innovation mindset RELATED FRAMEWORKS: Underlying philosophy for entire QLP; informs SPP strategic messaging; guides executive leadership communication BOOK EVIDENCE: "The Martinsville Miracle proves that when the status quo fails to deliver the results you want, the only path forward is to reinvent what is possible" FRAMEWORK 22: Trusted Relationship Channel (Market Access Model) ================================================================================ TYPE: Strategic / Philosophical ORIGIN: Original (Brigman created) SOURCE: Introduction, throughout book DESCRIPTION: Strategic concept that repositions partnership development from seeking new relationships to accessing EXISTING trusted relationships between prospects and established advisors. COMPONENTS: Fundamental Insight: prospects already trust specific companies, your challenge is identifying who they trust and partnering with them Access Mechanism: warm introductions, inherited credibility, pre-qualified prospects Strategic Advantages: faster cycles, larger deals, higher close rates, lower CAC, better retention Implementation Requirements: identify trusted advisors, understand their value model, structure mutually beneficial partnerships Financial Impact: 43% larger deals, 46% faster cycles, 48% higher contract value, 40% CAC reduction WHEN TO USE: Strategic foundation for all partnership decisions; framing ICP analysis, IPP definition, partnership type selection INPUT REQUIRED: Understanding of customer trust networks, ICP ecosystem knowledge OUTPUT PRODUCED: Strategic clarity about partnership purpose; justification for partnership investment RELATED FRAMEWORKS: Underlies entire ICP Ecosystem Analysis; informs all Steps of QLP; guides revenue targeting and success metrics BOOK EVIDENCE: "Your ideal customers already trust specific companies and individuals... Your challenge is identifying who they already trust and building relationships" FRAMEWORK 23: Quality Over Quantity Launch Principle ================================================================================ TYPE: Strategic / Tactical ORIGIN: Original (Brigman created) SOURCE: Chapter 6 DESCRIPTION: Strategic principle that prioritizes depth of partnership relationships over breadth, recommending 3-10 carefully selected partners in first 6 months. COMPONENTS: Founding Principle: success depends on caliber, not quantity; 3-10 partners in first 6 months; deep relationships before expansion Resource Allocation Reality: each partner requires ongoing management; spreading attention dilutes quality Momentum Building: quality-first generates positive momentum and attracts additional high-caliber partners Success Metrics: ROI per partner (fewer partners generate higher returns per partner) Implementation Discipline: say "no" to many good opportunities to focus on best-fit WHEN TO USE: During partner candidate identification and selection; when evaluating expansion opportunities; to set realistic program targets INPUT REQUIRED: Organization capacity analysis, resource availability assessment OUTPUT PRODUCED: Realistic partnership program targets; focused candidate list; prioritized pursuit strategy RELATED FRAMEWORKS: Influences partner candidate sourcing strategy; guides Partner Scoring Tool application; informs First 90-Days Plan resource allocation BOOK EVIDENCE: "The most successful partnership programs follow a completely different approach. They prioritize quality over quantity from day one" FRAMEWORK 24: Negotiation as Value Trading (Philosophy) ================================================================================ TYPE: Philosophical / Tactical ORIGIN: Original (Brigman created; contrasts with zero-sum negotiation approaches) SOURCE: Chapter 8 DESCRIPTION: Negotiation philosophy that positions partnership discussions as collaborative value exchange rather than adversarial win-lose dynamics. COMPONENTS: Contrasting Approaches: zero-sum (one wins, one loses) vs. value trading (both benefit) Trust as Foundation: never lie, manipulate, or mislead; solid relationships drive commitment Asymmetric-to-Symmetric Information: both parties understanding each other's interests/constraints Collaboration Quality Signal: difficult negotiations signal poor cultural match Goal of Partnership Negotiation: create agreements motivating both parties to invest best resources, sustained effort, mutual value delivery Required Preparation Homework: define objectives, understand value delivered, conduct power analysis, understand needs/wants/limits WHEN TO USE: During negotiation preparation and execution; when training internal teams on partnership approach; to establish negotiation culture INPUT REQUIRED: Negotiation Matrix, Partner Preparation Sheet, Wish List OUTPUT PRODUCED: Balanced partnership agreements, sustained partner commitment, healthy collaborative relationships RELATED FRAMEWORKS: Guides Negotiation Matrix creation; informs Wish List strategy; requires Partner Preparation Sheet foundation; results in agreements motivating performance BOOK EVIDENCE: "Partnership negotiations require a completely different approach because successful partnerships depend on both parties receiving sufficient value" FRAMEWORK 25: Customized vs. Standardized Agreement Strategy ================================================================================ TYPE: Tactical / Classification ORIGIN: Original (Brigman created) SOURCE: Chapter 5 DESCRIPTION: Framework for choosing between customized contracts (extensively negotiated) and standardized agreements (take-it-or-leave-it) based on partnership complexity and relationship depth. COMPONENTS: CUSTOMIZED AGREEMENTS: tailored, extensive negotiations (weeks/months), high flexibility, substantial revenue/exclusivity/IP/integration STANDARDIZED (CLICK-THROUGH): pre-written, minimal negotiation (hours/days), low flexibility, referral/affiliate/marketplace partnerships Term Sheet Strategy: use Term Sheet with both types to communicate terms and enable quick decisions Flexibility Within Standardized: some partners willing to modify for highly desirable opportunities (Term Sheet framework enables discussion) WHEN TO USE: During SPP development (choice of agreement type); before Term Sheet creation; when considering contract negotiation strategy INPUT REQUIRED: Partnership type, relationship strategic importance, market complexity OUTPUT PRODUCED: Decision on customized vs. standardized approach; tailored contract strategy RELATED FRAMEWORKS: Informs Term Sheet development; guides negotiation timeline and complexity; affects First 90-Days Plan launch timeline BOOK EVIDENCE: "Customized contracts are tailored agreements... Standardized agreements are pre-written contracts that partners accept with minimal or no negotiation" FRAMEWORK 26: 90-Day Continuous Improvement Cycles ================================================================================ TYPE: Tactical / Process ORIGIN: Original (Brigman created; applies agile sprint methodology to partnerships) SOURCE: Chapter 9, Chapter 10 DESCRIPTION: Operational rhythm that divides partnership management into repeating 90-day planning and execution cycles with quarterly reviews and continuous optimization. COMPONENTS: Cycle Structure: 90-day "sprints" with specific goals, activities, metrics, quarterly review Cycle Activities: Month 1: Launch & Activation (onboarding, goal clarification, communications setup) Month 2: Execution & Engagement (joint activities, PBR, data tracking, problem-solving) Month 3: Performance Review & Planning (quarterly review, accomplishment celebration, next 90-day planning) Goals for Each Cycle: 3 specific, measurable outcomes per 90-day cycle Adaptation & Optimization: quarterly review informs next cycle; performance data guides activities; successful activities scaled, weak ROI activities stopped Long-Term Perspective: year 1 is four cycles; partnership matures through multiple cycles; expectations reset quarterly WHEN TO USE: During First 90-Days Plan creation; in every Partner Business Review; throughout partnership lifecycle management INPUT REQUIRED: Goal definitions, performance data, both partners' calendar availability OUTPUT PRODUCED: Repeating 90-day plans, quarterly performance reports, continuous optimization RELATED FRAMEWORKS: Operationalizes First 90-Days Plan concept; structures Partner Business Review cadence; informs Lifecycle Performance Tracking BOOK EVIDENCE: "The first 90 days after contract execution represent the most critical period in the entire partnership lifecycle" ================================================================================ FRAMEWORK RELATIONSHIP MAP ================================================================================ HIERARCHICAL STRUCTURE (Framework Dependencies): Level 1 - STRATEGIC FOUNDATION: - Three Paths to Profitable Growth (strategic context for partnerships) - Trusted Relationship Channel (fundamental partnership hypothesis) - Martinsville Miracle (change management/motivation) Level 2 - CUSTOMER & MARKET UNDERSTANDING: - Ideal Customer Profile (ICP) 3-Dimension Model - ICP Reverse-Engineering Analysis - ICP Ecosystem Analysis Level 3 - PARTNER IDENTIFICATION: - Ideal Partner Profile (IPP) Company Type Worksheet - Partner Candidate Sourcing (6-Channel Framework) Level 4 - STRATEGY PLANNING: - Strategic Partnering Plan (SPP) 12-Component - Six Partnership Types Classification Level 5 - PARTNERSHIP COMMUNICATION & TERMS: - Non-Binding Term Sheet (8-Component) - Customized vs. Standardized Agreement Strategy Level 6 - PARTNER EVALUATION & SELECTION: - Discovery Call Framework - Partner Preparation Sheet - Partner Scoring Tool - Quality Over Quantity Launch Principle Level 7 - PARTNERSHIP EXECUTION: - Negotiation as Value Trading Philosophy - Negotiation Matrix - Wish List Level 8 - PARTNERSHIP ACTIVATION: - First 90-Days Plan (6-Component) - Role-Based Partner Pairing - 90-Day Continuous Improvement Cycles Level 9 - PARTNERSHIP MANAGEMENT: - Partner Business Review (5-Component) - Partnership Scoreboard (Red-Yellow-Green) Level 10 - PERFORMANCE MANAGEMENT: - Lifecycle Performance Tracking (3-Area Framework) RELATIONSHIP TYPES: Builds-On: ICP Model builds on ICP Reverse-Engineering; IPP Worksheet builds on ICP Ecosystem; SPP builds on ICP+IPP; Term Sheet builds on SPP; Partner Prep Sheet builds on Term Sheet; Partner Scoring uses Partner Prep data; Negotiation Matrix builds on Partner Prep; First 90-Days builds on agreement; PBR builds on First 90-Days; Lifecycle Tracking builds on all metrics. Complements: Negotiation Matrix + Wish List (used together); Role-Based Pairing + First 90-Days Plan; PBR Scoreboard + PBR 5-Component; 90-Day Cycles + PBR cadence. Sub-Frameworks: ICP Model is sub of Reverse-Engineering; 12 SPP Components; 8 Term Sheet Components; 6 Channel Framework; 6 Partnership Types; 5-Component PBR; 3-Area Lifecycle Tracking; 3 Leading Indicators per goal. Uses-Input: Partner Scoring uses ICP+IPP as criteria; Discovery Calls use Term Sheet; Negotiation Matrix uses Prep Sheet needs/wants/limits; First 90-Days uses SPP goals; Lifecycle Tracking uses First 90-Days metrics. Informs: Quality Principle informs Partner Sourcing strategy; Partner Sourcing output feeds to Scoring Tool; Scoring Tool ranking informs which candidates pursue to Negotiation Matrix phase. ================================================================================ FRAMEWORK INVENTORY - SUMMARY TABLE ================================================================================ # | NAME | TYPE | ORIGIN | PRIMARY CHAPTER | KEY RELATIONSHIPS ---|------|------|--------|-----------------|------------------- 1 | Quick Launch Program (QLP) | Strategic/Tactical | Original | Intro, Ch 1 | Meta-framework coordinating all others 2 | ICP - Reverse-Engineering Analysis | Diagnostic/Strategic | Original | Ch 2 | Feeds IPP; informs SPP; guides Partner Scoring 3 | ICP - 3-Dimension Model | Diagnostic/Philosophical | Original | Ch 2 | Sub-framework; used in partner training 4 | ICP Ecosystem Analysis | Strategic/Diagnostic | Original | Ch 3 | Foundation for IPP; guides Candidate ID 5 | Ideal Partner Profile (IPP) Worksheet | Strategic/Diagnostic | Original | Ch 3 | Uses ICP; guides Candidate Sourcing 6 | Strategic Partnering Plan (SPP) - 12-Component | Strategic | Original | Ch 4 | Uses ICP/IPP; informs all downstream steps 7 | Non-Binding Term Sheet - 8-Component | Tactical/Diagnostic | Original | Ch 5 | Uses SPP; initiates partner conversations 8 | Partner Candidate Sourcing - 6-Channel | Tactical | Original | Ch 6 | Uses IPP filters; feeds Scoring Tool 9 | Discovery Call Framework | Tactical/Diagnostic | Original | Ch 7 | Uses Term Sheet; feeds Partner Prep Sheet 10 | Partner Preparation Sheet | Diagnostic/Tactical | Original | Ch 7 | Feeds Scoring Tool and Negotiation Matrix 11 | Partner Scoring Tool | Diagnostic | Original | Ch 7 | Produces prioritized candidate ranking 12 | Negotiation Matrix | Tactical/Strategic | Original | Ch 8 | Uses Partner Prep; guides negotiations 13 | Wish List | Tactical | Original | Ch 8 | Works with Negotiation Matrix; enables value trading 14 | First 90-Days Plan - 6-Component | Tactical | Original | Ch 9 | Operationalizes agreement; foundation for PBR 15 | Role-Based Partner Pairing | Tactical/Relationship | Original | Ch 9 | Implemented within First 90-Days 16 | Partner Business Review (PBR) - 5-Component | Tactical/Relationship | Original | Ch 10 | Uses First 90-Days goals; maintains accountability 17 | Partnership Scoreboard (Red-Yellow-Green) | Diagnostic/Tactical | Original | Ch 10 | Component of PBR; visualizes performance 18 | Lifecycle Performance Tracking - 3-Area | Diagnostic/Tactical | Original | Ch 11 | Tracks data from PBR; informs optimization 19 | Three Paths to Profitable Growth | Strategic/Philosophical | Original | Intro, Ch 1 | Strategic rationale for partnerships 20 | Trusted Relationship Channel | Strategic/Philosophical | Original | Intro | Underlying concept for ICP/IPP analysis 21 | Martinsville Miracle | Philosophical/Teaching | Original | Introduction | Change management and motivation tool 22 | Quality Over Quantity Launch Principle | Strategic/Tactical | Original | Ch 6 | Guides partner selection discipline 23 | Negotiation as Value Trading | Philosophical/Tactical | Original | Ch 8 | Guides negotiation approach and culture 24 | Customized vs. Standardized Agreements | Tactical/Classification | Original | Ch 5 | Affects contract strategy and timeline 25 | 90-Day Continuous Improvement Cycles | Tactical/Process | Original | Ch 9, Ch 10 | Structures PBR cadence; informs goal-setting 26 | Six Partnership Types (Facilitator Category) | Strategic/Classification | Original | Ch 1, Ch 12 | Determines SPP customization and playbooks ================================================================================ NOTES ON FRAMEWORK DENSITY & COMPLETENESS ================================================================================ VALIDATION METHODOLOGY: This catalog was produced through comprehensive verification against the full content map (290KB, 3,569 lines) of "LAUNCH: The Blueprint for Building a Profit-Focused Partnership Program in 90 Days." The prior catalog of 26 frameworks was systematically cross-referenced against chapter-by-chapter content to verify: 1. All named frameworks are present and accurately described 2. No frameworks were missed during prior catalog creation 3. Chapter 12 (case studies and implementation) contains no new frameworks 4. Framework classifications and relationships are accurate VALIDATION RESULTS: ✓ All 26 frameworks verified as present in source material ✓ No missed frameworks identified during comprehensive review ✓ Chapter 12 confirms existing frameworks through implementation narratives ✓ Framework dependencies and relationships confirmed across all chapters ✓ All frameworks directly cited with book evidence quotes FRAMEWORK CHARACTERISTICS: The LAUNCH book contains frameworks at multiple levels of granularity: - Meta-frameworks (QLP 10 steps; SPP 12 components) - Primary frameworks (ICP, IPP, Term Sheet, Negotiation Matrix, etc.) - Sub-frameworks and components (3-dimension ICP, 6-channel sourcing, 5-component PBR) - Supporting methodologies (Discovery calls, negotiations, scoring) - Conceptual/philosophical frameworks (Martinsville, Trusted Relationship Channel, Quality Principle, Negotiation as Value Trading) This catalog captures frameworks at all levels of granularity. The 26 frameworks identified represent: ✓ All major decision points in partnership development (10 steps of QLP) ✓ All key evaluation gates and assessment tools ✓ All operational processes and execution activities ✓ All measurement and optimization mechanisms ✓ All foundational concepts and mindsets required for success FRAMEWORK DISTRIBUTION BY TYPE: Strategic: 8 frameworks - QLP, ICP Ecosystem, IPP Worksheet, SPP, Quality Principle, Three Paths, Trusted Channel, Six Types Tactical: 11 frameworks - Term Sheet, Partner Sourcing, Discovery Calls, Partner Prep Sheet, Negotiation Matrix, Wish List, First 90-Days, Role-Based Pairing, Lifecycle Tracking, 90-Day Cycles, Customized vs. Standardized Diagnostic: 10 frameworks - ICP Reverse-Engineering, ICP 3-Dimension, Partner Scoring Tool, Partnership Scoreboard, Lifecycle Tracking (multi-classified) Philosophical: 5 frameworks - Three Paths, Trusted Channel, Martinsville Miracle, Quality Principle, Negotiation as Value Trading Relationship/Process: 2 frameworks - Role-Based Pairing, 90-Day Cycles Classification: 2 frameworks - Six Partnership Types, Customized vs. Standardized All frameworks are ORIGINAL to Brigman/PARTNERNOMICS. No frameworks are explicitly referenced as borrowed from other authors (though some build on standard business concepts like SWOT analysis and S.M.A.R.T. goals). Brigman innovates the application of these standard tools to partnership development. FRAMEWORK INTEGRATION & COMPLETENESS: The frameworks are designed to work as an integrated system where: - Each framework builds on previous frameworks logically - Frameworks are applied repeatedly on 90-day cycles for continuous improvement - Clear input/output relationships create a pipeline of deliverables - Philosophical frameworks (Martinsville, Trusted Channel) inform strategic direction - Tactical frameworks operationalize strategic decisions - Diagnostic frameworks enable objective measurement and optimization CRITICAL SUCCESS FACTORS: The catalogs confirms that Brigman's QLP succeeds because it: 1. Provides systematic processes for every phase (customer analysis → partner evaluation → execution → management → optimization) 2. Emphasizes quality over quantity (3-10 partners initially, not dozens) 3. Creates alignment (SPP forces internal clarity before external recruitment) 4. Establishes objective evaluation (Partner Scoring Tool removes bias) 5. Enables continuous improvement (90-day cycles with quarterly reviews) 6. Measures what matters (Lifecycle tracking across recruiting/engagement/revenue) COMPLETENESS ASSESSMENT: This catalog represents a comprehensive inventory of all frameworks, models, tools, processes, and teaching metaphors presented in the LAUNCH book. The 26 frameworks identified represent complete coverage of: - Partnership development lifecycle (10 steps) - Strategic planning and alignment - Tactical execution and relationship management - Performance measurement and optimization - Underlying philosophies and change management concepts No frameworks, models, tools, or methodologies referenced in the book have been omitted from this catalog. ================================================================================ END OF CATALOG ================================================================================