================================================================================ PARTNERNOMICS PLAY & PLAYBOOK ARCHITECTURE Module 6: System Scanner Pipeline — Version 3.0 ================================================================================ Date: 2026-02-12 Edition: Partnernomics Standard Source: "LAUNCH" by Mark Brigman, Ph.D. Status: Checkpoint Review — Ready for Keith's approval before builds begin KEY DESIGN DECISIONS (v3.0): - 10 playbooks = 10 QLP steps, exact 1:1 match, exact same order - "Program First, Partners Second" gate between Section 1 and Section 2 - Partnership Type Decision Tree added to PB1 - D1 builder play added (9 total builder plays) - Library G added for co-marketing, reporting, and service partnerships - All vocabulary follows conversational guidelines (no "runner," "execute," "system loads") - Consolidated dependency matrix, artifact flow map, framework coverage table, and book chapter concordance included ================================================================================ CUSTOM vs. STANDARD ELLA-MENT DECLARATION ================================================================================ STANDARD ELLA-MENTS (A/B/C tiers — part of every Ellavator system): These are filled in during system setup or built through adjacent plays. A1: Company Positioning — Filled during onboarding (or upload) A2: Partnership Program Vision & Goals — Built through PB3 (SPP goals definition, Step 12) B1: Ideal Customer Profile (ICP) — Has dedicated builder play (Partnernomics teaches a specialized reverse-engineering method) B2: Customer Buying Journey & Influence Map — Built through PB2 (Ecosystem Analysis expands the customer journey) C1: Brand Voice & Partnership Value Proposition — Filled during onboarding (or built through PB4 Term Sheet Company Section) C2: Brand Positioning in Partner Ecosystem — Optional; filled during onboarding if desired CUSTOM ELLA-MENTS (D-tier — domain-specific to Partnernomics, built by builder plays): Every custom ella-ment has a dedicated builder play. D1: Partnership Context — Builder Play: "Articulate Your Partnership Context & Business Case" D2: Partner Ecosystem Analysis — Builder Play: "Map Your Partner Ecosystem (Before/During/After)" D3: IPP Company Profile — Builder Play: "Define Your Ideal Partner Profile — Company" D4: IPP Leader Persona — Builder Play: "Define Your Ideal Partner Profile — Leader Persona" D5: Strategic Partnering Plan (SPP) — Builder Play: "Build Your Strategic Partnering Plan (12 Components)" D6: Non-Binding Term Sheet Template — Builder Play: "Create Your Non-Binding Term Sheet (8 Components)" D7: First 90-Days Plan Template — Builder Play: "Design Your First 90-Days Plan (6 Components)" D8: Tracking & Optimization Framework — Builder Play: "Design Your Partner Program Dashboard (3 Areas)" TOTAL: 14 ella-ments (6 standard + 8 custom) BUILDER PLAYS: 9 (B1 + D1-D8) ================================================================================ EDITION SECTIONS (4 Sections) ================================================================================ Section 1: PLAN YOUR PROGRAM Playbooks: PB1 (ICP), PB2 (IPP), PB3 (SPP), PB4 (Term Sheet) Purpose: Build your entire program foundation — customer definition, partner profile, strategic plan, and partnership offer — before talking to a single partner. QLP Steps Covered: Steps 1-4 Book Chapters: 2, 3, 4, 5 Duration: 2-4 weeks (intensive) or 4-6 weeks (normal pace) GATE: "Program First, Partners Second" — Complete all of Section 1 before moving to Section 2. Section 2: RECRUIT & CLOSE Playbooks: PB5 (Sourcing), PB6 (Evaluation), PB7 (Negotiation) Purpose: Find, evaluate, and sign your first 2-4 partners using systematic sourcing, objective scoring, and value-based negotiation. QLP Steps Covered: Steps 5-7 Book Chapters: 6, 7, 8 Duration: 3-6 weeks Section 3: LAUNCH & MANAGE Playbooks: PB8 (First 90-Days Launch), PB9 (Partner Business Reviews) Purpose: Activate partnerships with clear plans and establish ongoing accountability so they generate results from day 1. QLP Steps Covered: Steps 8-9 Book Chapters: 9, 10 Duration: Ongoing (90-day cycles) Section 4: SCALE & OPTIMIZE Playbooks: PB10 (Performance Tracking & Optimization) Purpose: Measure what matters, identify what's working, and make data-driven decisions to grow from 2-4 partners to 8-10. QLP Steps Covered: Step 10 Book Chapters: 11 Duration: Ongoing (quarterly reviews) ================================================================================ TAGS TAXONOMY (6 Categories) ================================================================================ SITUATION (where in the partnership lifecycle): program-launch, partner-recruitment, deal-negotiation, partnership-activation, ongoing-management, performance-review, joint-selling, implementor-engagement AUDIENCE (who is using this play): cro-executive, vp-partnerships, partnership-manager, deal-negotiator, program-analyst, implementation-lead, partner-marketer, sales-leader OUTPUT TYPE (what gets created): strategy-briefs, scorecards, templates, plans-calendars, dashboards, checklists, presentations, reports, scripts, one-pagers GOAL (what the user is trying to accomplish): build-program, recruit-partners, close-deals, launch-partnerships, track-performance, scale-program, align-internally, choose-type EFFORT (how much time this takes): quick-win, deep-work, ongoing-series ROLE (who in the organization this is designed for): partnership-leader, partnership-manager, implementation-lead, sales-team-member, marketing-collaborator, executive-sponsor ================================================================================ ELLA-MENT BUILDER PLAYS (9 Plays) ================================================================================ PLAY: BUILD YOUR IDEAL CUSTOMER PROFILE (ICP) — REVERSE-ENGINEERING ANALYSIS ────────────────────────────────────────────────────────────────────────────── Ella-ment: B1 — Ideal Customer Profile (ICP) Role: Action Steps: 5 Single Job: Reverse-engineer your top 20-30 customers to define a high-definition ICP with firmographic, demographic, and psychographic depth. Step 1: Identify your top 20-30 customers by revenue, margins, and retention Step 2: Analyze firmographic patterns (industry, size, geography, stage) Step 3: Analyze demographic and psychographic patterns (titles, decision style, risk tolerance) Step 4: Build ICP Worksheet with weighted attributes and 3-5 named personas Step 5: Validate ICP with sales team and finalize What's Needed: Customer database with financial data, sales team input, existing segmentation What This Creates: ICP Worksheet (10+ firmographic, 10+ demographic, 5+ psychographic attributes with 1-10 weights), 3-5 customer personas, narrative summary Knowledge Sources: Ella-ments: A1 (Company Positioning) Frameworks: ICP Reverse-Engineering Analysis (#2), ICP Three-Dimension Model (#3) Previous Outputs: None (foundational play) Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: customer profiling, reverse engineering, firmographic, demographic, psychographic, ICP worksheet Milestone: TRUE Title: ICP Complete. Description: Your Ideal Customer Profile\nis built from real customer data.\nAll partner decisions anchor here. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-FALSE, 5-TRUE Who This Is For: VP Partnerships or CRO building program foundation Audience: Leadership team (alignment), sales team (validation), partnership team (downstream use) Not Designed For: Teams without access to customer financial data Play Pattern: First Play (foundational — run once per program) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: ARTICULATE YOUR PARTNERSHIP CONTEXT & BUSINESS CASE ────────────────────────────────────────────────────────── Ella-ment: D1 — Partnership Context Role: Sharpening Steps: 4 Single Job: Define the business drivers, market conditions, and strategic rationale for pursuing partnerships so leadership is aligned on WHY before HOW. Step 1: Identify the business drivers — why partnerships, why now? Step 2: Define the market landscape — competitive pressure, customer demand, industry trends Step 3: Articulate the partnership vision — what success looks like in 12-24 months Step 4: Compile into a Partnership Context document with executive summary, problem statement, and purpose statement What's Needed: Company positioning (A1), revenue data, competitive landscape knowledge, growth targets What This Creates: Partnership Context document (2-3 pages) with executive summary, problem statement, purpose statement, market context, and partnership vision Knowledge Sources: Ella-ments: A1 (Company Positioning) Frameworks: Three Paths to Profitable Growth (#19), Trusted Relationship Channel (#22) Previous Outputs: None (foundational play) Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, partnership-leader Keywords: business case, partnership rationale, market context, competitive pressure, growth strategy Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: CRO or VP Partnerships making the case to leadership Audience: Executive team (buy-in), board (strategic rationale), partnership team (alignment) Not Designed For: Teams that already have leadership alignment on partnerships Play Pattern: First Play (foundational — run once) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: MAP YOUR PARTNER ECOSYSTEM (BEFORE / DURING / AFTER) ─────────────────────────────────────────────────────────── Ella-ment: D2 — Partner Ecosystem Analysis Role: Action Steps: 5 Single Job: Identify 10+ complementary company types serving your ICP before, during, and after they buy from you — your partner sourcing targets. Step 1: Map the BEFORE stage — what do customers engage with before buying your solution? Step 2: Map the DURING stage — who do customers work with during purchase and implementation? Step 3: Map the AFTER stage — what do customers use after they've bought your solution? Step 4: Build the Ecosystem Map summary table (company type, stage, complementarity, overlap) Step 5: Document key insights and validate with 2-3 real companies per category What's Needed: ICP definition (B1), customer interviews or industry knowledge What This Creates: Ecosystem Map with 10+ partner categories, summary table ranked by strategic value, validation examples Knowledge Sources: Ella-ments: B1 (ICP), B2 (Customer Buying Journey) Frameworks: ICP Ecosystem Analysis (#4), Trusted Relationship Channel (#22) Previous Outputs: ICP Worksheet and personas Tags: program-launch, vp-partnerships, strategy-briefs, build-program, deep-work, partnership-leader Keywords: ecosystem mapping, complementary partners, before during after, partner categories, trusted advisors Milestone: TRUE Title: Ecosystem Mapped. Description: 10+ partner company types found\nfrom customer journey analysis.\nSourcing targets are clear. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE, 5-TRUE Who This Is For: VP Partnerships or partnership strategist Audience: Leadership team (strategic direction), sourcing team (targeting), sales team (market intelligence) Not Designed For: Teams without a completed ICP Play Pattern: First Play (foundational — run once per market segment) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: DEFINE YOUR IDEAL PARTNER PROFILE — COMPANY ────────────────────────────────────────────────── Ella-ment: D3 — Ideal Partner Profile, Company Profile Role: Action Steps: 4 Single Job: Transform your ecosystem analysis into actionable partner selection criteria — the firmographic attributes of companies you should pursue. Step 1: Prioritize ecosystem company types by strategic value (weighted 1-10) Step 2: Define firmographic selection criteria (geography, revenue, employees, ownership, partnership experience) Step 3: Define company culture and strategic fit criteria (sales culture, agility, growth orientation) Step 4: Validate with 3-5 real companies matching the profile What's Needed: Ecosystem Analysis (D2), industry knowledge, go-to-market strategy What This Creates: IPP Company Profile Worksheet with weighted criteria, prioritized company types, validation examples Knowledge Sources: Ella-ments: B1 (ICP), D2 (Ecosystem Analysis) Frameworks: IPP Company Type Worksheet (#5) Previous Outputs: Ecosystem Map summary table Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: partner profile, company criteria, firmographic, selection criteria, IPP worksheet Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships defining sourcing targets Audience: Sourcing team (targeting), sales team (partner identification), leadership (strategic alignment) Not Designed For: Teams without a completed Ecosystem Analysis Play Pattern: Subsequent (builds on D2 Ecosystem output) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: DEFINE YOUR IDEAL PARTNER PROFILE — LEADER PERSONA ───────────────────────────────────────────────────────── Ella-ment: D4 — Ideal Partner Profile, Partner Leader Persona Role: Action Steps: 4 Single Job: Define the decision-maker demographics and psychographics at partner companies — who you're looking for, what motivates them, and what red flags to watch. Step 1: Define demographic attributes (job titles, reporting, experience, authority) Step 2: Define psychographic attributes (collaboration, strategic thinking, results orientation, long-term focus) Step 3: Document red flags (transactional mindset, lack of authority, non-responsive) and green flags (proactive, collaborative, realistic) Step 4: Validate with 2-3 real people matching this persona What's Needed: IPP Company Profile (D3), partnership experience insights, team feedback What This Creates: IPP Partner Leader Persona document with weighted attributes, red/green flag checklist, validation examples Knowledge Sources: Ella-ments: D3 (IPP Company Profile) Frameworks: IPP Company Type Worksheet (#5, demographic/psychographic section) Previous Outputs: IPP Company Profile Worksheet Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: partner persona, leader profile, decision-maker, psychographic, red flags, green flags Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships or partnership recruiter Audience: Sourcing team (who to contact), sales team (who to look for in partner orgs) Not Designed For: Teams without a completed IPP Company Profile Play Pattern: Subsequent (builds on D3) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: BUILD YOUR STRATEGIC PARTNERING PLAN (SPP) — 12 COMPONENTS ──────────────────────────────────────────────────────────────── Ella-ment: D5 — Strategic Partnering Plan (SPP) Role: Action Steps: 5 Single Job: Align your entire leadership team around partnership strategy, goals, resources, and risk mitigation — in writing — before recruiting a single partner. Step 1: Develop strategy and foundation (Executive Summary, Problem Statement, Purpose Statement) Step 2: Conduct SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) Step 3: Define approach, document assumptions, and identify risks with mitigations Step 4: Estimate resource requirements and build stakeholder alignment Step 5: Define 3 S.M.A.R.T. goals (the most critical step) and finalize the written SPP document What's Needed: ICP (B1), IPP (D3-D4), Company Positioning (A1), Partnership Context (D1), leadership team availability (4-6 hours) What This Creates: Written SPP document (7-10 pages, 12 components), one-page executive summary, leadership sign-off Knowledge Sources: Ella-ments: A1 (Company Positioning), A2 (Program Goals), B1 (ICP), D1 (Partnership Context), D2 (Ecosystem), D3 (IPP Company), D4 (IPP Leader) Frameworks: SPP 12-Component Framework (#6), S.M.A.R.T. Goal approach Previous Outputs: ICP Worksheet, IPP Worksheets, Partnership Context document Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, partnership-leader Keywords: strategic plan, leadership alignment, SWOT, goals, resource planning, SPP, ratification Milestone: TRUE Title: SPP Complete. Description: Your 12-component Strategic\nPartnering Plan has leadership\nsign-off. Foundation is set. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE, 4-TRUE, 5-TRUE Who This Is For: CRO or VP Partnerships with leadership team Audience: Executive team (alignment), board (strategic visibility), partnership team (operational clarity) Not Designed For: Teams without leadership access or commitment Play Pattern: First Play (foundational — run once, review quarterly) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: CREATE YOUR NON-BINDING TERM SHEET (8 COMPONENTS) ─────────────────────────────────────────────────────── Ella-ment: D6 — Non-Binding Term Sheet Template Role: Action Steps: 4 Single Job: Build a clear, professional one-page document that communicates your partnership offer — gets to yes or no in hours, not months. Step 1: Draft Company and Opportunity sections (who you are, why partner with you) Step 2: Draft Qualifications and Goals sections (who you're looking for, what success looks like) Step 3: Draft Team, Communication, and Deal Terms sections (how it works, what's the financial model) Step 4: Add For Consideration section, finalize layout, and get legal and executive review What's Needed: SPP (D5), Company Positioning (A1), Brand Voice (C1), IPP profiles (D3-D4) What This Creates: Term Sheet template (1-2 pages), customization guidance, usage instructions Knowledge Sources: Ella-ments: A1 (Company Positioning), C1 (Brand Voice), D3 (IPP Company), D4 (IPP Leader), D5 (SPP) Frameworks: Non-Binding Term Sheet 8-Component (#7), Customized vs. Standardized Agreements (#25) Previous Outputs: SPP document, IPP Worksheets Tags: program-launch, vp-partnerships, templates, build-program, deep-work, partnership-leader Keywords: term sheet, partnership offer, deal terms, qualifications, value proposition, one-page Milestone: TRUE Title: Term Sheet Ready. Description: Your partnership offer is\nclear and professional.\nReady to share with candidates. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: VP Partnerships or partnership recruiter Audience: Prospective partners (decision tool), leadership (approval), legal (compliance) Not Designed For: Teams without a completed SPP Play Pattern: First Play (foundational — create template, customize per partner) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: DESIGN YOUR FIRST 90-DAYS PLAN (6 COMPONENTS) ──────────────────────────────────────────────────── Ella-ment: D7 — First 90-Days Plan Template Role: Action Steps: 5 Single Job: Build a detailed operational plan for each new partnership — roles, goals, metrics, cadence, and onboarding — so you generate results from day 1. Step 1: Define team and governance (contacts, sponsors, decision authority, RACI) Step 2: Set goals and milestones (3 S.M.A.R.T. goals adapted to this specific partner) Step 3: Choose metrics and set up dashboards (3 leading indicators per goal, 1-2 lagging) Step 4: Establish communication cadence (monthly PBR, weekly syncs, quarterly reviews) Step 5: Plan onboarding, administration, and For Consideration items What's Needed: Signed partnership agreement, SPP goals (D5), partner company details, team rosters What This Creates: Customized First 90-Days Plan (3-5 pages), shared with partner 5+ days before kickoff Knowledge Sources: Ella-ments: A2 (Program Goals), D5 (SPP), D6 (Term Sheet) Frameworks: First 90-Days Plan 6-Component (#14), Role-Based Partner Pairing (#15), 90-Day Continuous Improvement Cycles (#26) Previous Outputs: SPP goals, signed agreement terms, partner org chart Tags: partnership-activation, partnership-manager, plans-calendars, launch-partnerships, deep-work, partnership-leader Keywords: launch plan, first 90 days, onboarding, roles, governance, metrics, communication cadence Milestone: TRUE Title: Launch Plan Ready. Description: Partner-specific launch plan\nis complete with goals and roles.\nKickoff is set. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-TRUE, 2-TRUE, 3-TRUE, 4-TRUE, 5-TRUE Who This Is For: Partnership Manager launching a new partner relationship Audience: Partner team (expectations), internal team (resource allocation), leadership (visibility) Not Designed For: Partnerships in early evaluation (agreement not yet signed) Play Pattern: Subsequent (run once per new partner) Voice: Methodical Business Architect → C1 → C3 → default --- PLAY: DESIGN YOUR PARTNER PROGRAM DASHBOARD (3 AREAS) ───────────────────────────────────────────────────── Ella-ment: D8 — Partner Program Tracking & Optimization Framework Role: Action Steps: 4 Single Job: Build your data collection and dashboard infrastructure across Recruiting, Engagement, and Revenue — so you manage with data, not gut feel. Step 1: Define Recruiting metrics (leading: candidates identified, calls conducted; lagging: partners signed, retention rate) Step 2: Define Engagement metrics (leading: leads submitted, joint activities; lagging: pipeline deals, satisfaction scores) Step 3: Define Revenue metrics (leading: qualified leads, conversion rate; lagging: partner-sourced revenue, CAC comparison, close rate) Step 4: Build program-level dashboard and optimization trigger framework (red/yellow/green thresholds) What's Needed: Program goals (A2), SPP (D5), First 90-Days Plans (D7), CRM access What This Creates: Tracking framework document, functional dashboard, optimization trigger framework with red/yellow/green thresholds Knowledge Sources: Ella-ments: A2 (Program Goals), D5 (SPP), D7 (First 90-Days Plans) Frameworks: Lifecycle Performance Tracking 3-Area (#18), Partnership Scoreboard RYG (#17) Previous Outputs: SPP goals, First 90-Days Plan metrics Tags: ongoing-management, program-analyst, dashboards, track-performance, deep-work, partnership-leader Keywords: tracking, dashboard, recruiting metrics, engagement metrics, revenue metrics, optimization, red-yellow-green Milestone: TRUE Title: Dashboard Running. Description: Your tracking framework covers\nrecruiting, engagement, and revenue.\nData-driven decisions start now. Celebration: TRUE | Require Acknowledgement: TRUE Save This Step: 1-TRUE, 2-TRUE, 3-TRUE, 4-TRUE Who This Is For: Program Analyst or VP Partnerships setting up measurement Audience: Partnership team (daily use), leadership (quarterly reporting), partners (shared accountability) Not Designed For: Programs without active partnerships generating data Play Pattern: First Play (build once, update quarterly) Voice: Methodical Business Architect → C1 → C3 → default ================================================================================ STANDALONE PLAY CATALOG (35 Plays across 7 Libraries) ================================================================================ These plays can be used independently (on demand) or inside the 10 QLP playbooks. When a play appears in a playbook, the playbook provides sequencing and context. When used standalone, the play is self-contained and references its own knowledge sources. ──────────────────────────────────────────────────────────────────────────────── LIBRARY A: FOUNDATION & STRATEGY (5 Plays — Pre-QLP and ICP depth) ──────────────────────────────────────────────────────────────────────────────── A1: Walk me through a Partnernomics-style readiness check — are we actually ready to build a partner program? Role: Sharpening | Steps: 5 Job: Assess organizational readiness across 8 dimensions and identify gaps before investing time in a partnership program. What's Needed: Access to leadership thinking, sales data, operations knowledge, competitive context What This Creates: Readiness scorecard (8 dimensions), gap analysis, prerequisite recommendations, go/no-go decision Knowledge Sources: Ella-ments: A1 (Company Positioning) Frameworks: Quick Launch Program (#1), Three Paths to Profitable Growth (#19) Previous Outputs: None (entry point) Tags: program-launch, cro-executive, scorecards, build-program, deep-work, partnership-leader Keywords: readiness, assessment, scorecard, prerequisites, organizational maturity, go-no-go Milestone: TRUE | Title: Readiness Assessed. | Description: Your partnership readiness\nis scored across 8 dimensions.\nGaps are identified and actionable. Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-FALSE, 5-TRUE Who This Is For: CRO or VP Partnerships evaluating whether to invest in partnerships Not Designed For: Teams already deep into partnership program (this is a starting play) Play Pattern: First Play | Voice: Methodical Business Architect → C1 → C3 → default A2: Compare my current direct-only motion with what a Facilitator partner program could deliver, using Partnernomics principles. Role: Sharpening | Steps: 3 Job: Quantify the business case for adding partnership-driven revenue vs. continuing direct-only. What's Needed: Current sales metrics (CAC, close rate, cycle time, ACV), industry benchmarks What This Creates: Business case comparison (2-3 pages), ROI projection, executive summary Knowledge Sources: Ella-ments: A1 (Company Positioning), D1 (Partnership Context — if available) Frameworks: Three Paths to Profitable Growth (#19), Trusted Relationship Channel (#22) Previous Outputs: Sales performance data Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, executive-sponsor Keywords: business case, ROI, direct vs partner, revenue projection, CAC comparison Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE Who This Is For: CRO or CFO building the financial case for partnerships Not Designed For: Teams that already have leadership buy-in Play Pattern: First Play | Voice: Methodical Business Architect → C1 → C3 → default A3: Help me decide which partnership type (Referral, Affiliate, Co-Sell, Service, Influencer, Marketplace) fits my business model best. Role: Strategy/Selection | Steps: 4 Job: Evaluate all six Facilitator partnership types against your business model, customer journey, and revenue goals to choose the right starting type. What's Needed: Business model overview, customer buying journey, revenue goals, team capabilities What This Creates: Partnership type assessment matrix, recommended type with rationale, customization implications for all downstream QLP steps Knowledge Sources: Ella-ments: A1 (Company Positioning), B1 (ICP — if available) Frameworks: Six Partnership Types (#20), Quick Launch Program (#1) Previous Outputs: Readiness scorecard (if completed) Tags: program-launch, cro-executive, strategy-briefs, choose-type, deep-work, partnership-leader Keywords: partnership type, referral, affiliate, co-sell, service, influencer, marketplace, facilitator, type selection Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: VP Partnerships choosing initial partnership type before building ICP/IPP/SPP Not Designed For: Teams that have already decided their partnership type Play Pattern: First Play | Voice: Methodical Business Architect → C1 → C3 → default A4: Turn this list of my best customers into a high-definition Ideal Customer Profile (ICP) using the Partnernomics approach. Role: Action | Steps: 5 Job: Reverse-engineer top customers to define firmographic, demographic, and psychographic ICP. What's Needed: Top customer list with financial data, sales team interviews, existing customer segments What This Creates: ICP Worksheet with weighted attributes (firmographic, demographic, psychographic), 3-5 customer personas, narrative summary Knowledge Sources: Ella-ments: A1 (Company Positioning) Frameworks: ICP Reverse-Engineering Analysis (#2), ICP Three-Dimension Model (#3) Previous Outputs: Customer data, sales team input Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: ICP, customer profiling, reverse engineering, firmographic, demographic, psychographic, personas Milestone: TRUE | Title: ICP Complete. | Description: Your Ideal Customer Profile\nis built from real customer data.\nAll partner decisions anchor here. Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-FALSE, 5-TRUE Who This Is For: VP Partnerships building program foundation Not Designed For: Teams without access to customer financial data Play Pattern: First Play | Voice: Methodical Business Architect → C1 → C3 → default A5: Using our existing customer ICP, map our Partner Ecosystem the way Partnernomics teaches. Who are the 5-10 partner company types we should target? Role: Action | Steps: 5 Job: Identify 10+ complementary company types serving your ICP at each lifecycle stage using Before/During/After analysis. What's Needed: ICP definition (B1), customer interviews or deep industry knowledge, team input What This Creates: Ecosystem Map (Before/During/After), summary table ranked by strategic value, validation examples Knowledge Sources: Ella-ments: B1 (ICP), B2 (Customer Buying Journey) Frameworks: ICP Ecosystem Analysis (#4), Trusted Relationship Channel (#22) Previous Outputs: ICP Worksheet and personas Tags: program-launch, vp-partnerships, strategy-briefs, build-program, deep-work, partnership-leader Keywords: ecosystem mapping, complementary partners, before during after, trusted advisors, partner categories Milestone: TRUE | Title: Ecosystem Mapped. | Description: 10+ partner company types found\nfrom customer journey analysis.\nSourcing targets are clear. Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE, 5-TRUE Who This Is For: VP Partnerships or partnership strategist mapping the landscape Not Designed For: Teams without a completed ICP Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY B: ICP & ECOSYSTEM CUSTOMIZATION (5 Plays — Steps 1-2 deep dives) ──────────────────────────────────────────────────────────────────────────────── B1: Based on my ICP and current go-to-market, build a first-pass Ideal Partner Profile (IPP) for a [Referral / Co-Sell / Service] program. Role: Action | Steps: 4 Job: Define target partner company types and leader personas with clear selection criteria. What's Needed: ICP (B1), Ecosystem Analysis (D2), partnership type selection, GTM insights What This Creates: IPP Company Profile Worksheet, IPP Partner Leader Persona document, validation examples Knowledge Sources: Ella-ments: B1 (ICP), D2 (Ecosystem) Frameworks: IPP Company Type Worksheet (#5) Previous Outputs: ICP Worksheet, Ecosystem Map Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: ideal partner profile, IPP, partner criteria, firmographic, selection criteria Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships defining partner sourcing targets Not Designed For: Teams without completed ICP and Ecosystem Analysis Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default B2: Interview me like a Partnernomics coach to uncover our Ideal Partner Profile — ask me questions and then summarize the IPP. Role: Sharpening | Steps: 3 Job: Facilitate a coaching conversation to extract partner profile criteria without requiring formal research. What's Needed: 60 minutes with partnership decision-maker, ICP definition, partnership type selection What This Creates: IPP Company Profile Worksheet, IPP Partner Leader Persona document, coaching session summary Knowledge Sources: Ella-ments: B1 (ICP), D2 (Ecosystem — if available) Frameworks: IPP Company Type Worksheet (#5) Previous Outputs: ICP definition (minimum) Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: coaching interview, partner profile, IPP, facilitated discovery, conversational intake Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: VP Partnerships who prefers coached conversation over worksheet-style analysis Not Designed For: Teams wanting a purely data-driven IPP approach (use B1 instead) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default B3: Help me understand what '100% complementary and 0% competitive' means in Partnernomics, and apply it to my business. Role: Sharpening | Steps: 4 Job: Explain the complementarity principle and evaluate which potential partnerships create risk vs. clean wins. What's Needed: Ecosystem Analysis (D2), IPP profiles (D3-D4), go-to-market strategy, competitive landscape What This Creates: Complementarity analysis (1-page principle), partnership assessment matrix, risk flags, clean-win opportunities Knowledge Sources: Ella-ments: D2 (Ecosystem), D3 (IPP Company) Frameworks: ICP Ecosystem Analysis (#4), Trusted Relationship Channel (#22) Previous Outputs: Ecosystem Map, IPP Worksheets Tags: program-launch, vp-partnerships, strategy-briefs, build-program, quick-win, partnership-leader Keywords: complementarity, competitive overlap, risk assessment, clean wins, 100% complementary, 0% competitive Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships evaluating partnership risk and opportunity Not Designed For: Teams without an Ecosystem Analysis to evaluate Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default B4: We're thinking about a [partnership type] — help me define clear Partner Program Objectives and metrics the Partnernomics way. Role: Sharpening | Steps: 4 Job: Define 3 S.M.A.R.T. program objectives and supporting metrics specific to chosen partnership type. What's Needed: Partnership type selection, revenue targets, current sales metrics, leadership expectations What This Creates: Program objectives document (3 S.M.A.R.T. goals), metrics framework with targets, success definitions per goal Knowledge Sources: Ella-ments: A1 (Company Positioning), D1 (Partnership Context) Frameworks: SPP 12-Component (#6, goals section), Quick Launch Program (#1) Previous Outputs: Readiness scorecard, partnership type decision Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, partnership-leader Keywords: program objectives, SMART goals, metrics, targets, success definitions, KPIs Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships or CRO setting program targets Not Designed For: Teams without a chosen partnership type Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default B5: Explain how Partnernomics thinks about 'program first, partners second,' and evaluate whether we're skipping steps. Role: Sharpening | Steps: 3 Job: Explain the "program first, partners second" principle and assess whether your team is tempted to skip foundation work. What's Needed: Partnership initiative status, current timeline, organizational urgency, steps completed so far What This Creates: Program-first principle explanation, sequence validation checklist, timeline impact analysis, specific skip-risk flags Knowledge Sources: Ella-ments: D1 (Partnership Context — if available) Frameworks: Quick Launch Program (#1), Quality Over Quantity (#23) Previous Outputs: Whichever QLP outputs exist so far Tags: program-launch, cro-executive, checklists, build-program, quick-win, partnership-leader Keywords: program first, partners second, skipping steps, foundation work, sequence, discipline Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: VP Partnerships feeling pressure to "just go find partners" Not Designed For: Teams that have completed all Section 1 playbooks Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY C: SPP & STRATEGIC ALIGNMENT (5 Plays — Steps 3-4 deep dives) ──────────────────────────────────────────────────────────────────────────────── C1: Ask me the 12 key questions behind the Partnernomics Strategic Partnering Plan (SPP), then draft our SPP from my answers. Role: Action | Steps: 3 Job: Facilitate a leadership coaching session using the SPP 12-component framework and synthesize answers into a complete SPP draft. What's Needed: 90 minutes with leadership team, ICP/IPP definitions, partnership type decision, revenue targets What This Creates: Complete SPP draft (7-10 pages, 12 components), one-page executive summary Knowledge Sources: Ella-ments: A1 (Company Positioning), B1 (ICP), D1 (Partnership Context), D2 (Ecosystem), D3 (IPP Company), D4 (IPP Leader) Frameworks: SPP 12-Component Framework (#6) Previous Outputs: ICP Worksheet, Ecosystem Map, IPP Worksheets, Partnership Context document Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, partnership-leader Keywords: strategic partnering plan, SPP, 12 components, leadership coaching, SWOT, goals Milestone: TRUE | Title: SPP Drafted. | Description: Your 12-component SPP\nis drafted from leadership input.\nReady for team review. Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: CRO or VP Partnerships with leadership team commitment Not Designed For: Teams without leadership access (use C2 for a solo draft instead) Play Pattern: First Play | Voice: Methodical Business Architect → C1 → C3 → default C2: Turn this rough partner idea into a Partnernomics-style Strategic Partnering Plan that my leadership team can react to. Role: Action | Steps: 3 Job: Take a high-level partnership concept and produce a complete, formatted SPP ready for leadership review. What's Needed: Rough partnership concept, ICP/IPP (if available), business context, team feedback What This Creates: Complete SPP document (7-10 pages), one-page executive summary, review guidance for leadership Knowledge Sources: Ella-ments: A1 (Company Positioning), D1 (Partnership Context) Frameworks: SPP 12-Component Framework (#6) Previous Outputs: Whatever foundation documents exist (ICP, IPP, Partnership Context) Tags: program-launch, vp-partnerships, strategy-briefs, build-program, deep-work, partnership-leader Keywords: SPP draft, partnership concept, leadership review, strategic plan, rough idea to plan Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: VP Partnerships working solo or wanting to draft before full leadership session Not Designed For: Teams with full leadership availability (use C1 for coached interview) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default C3: Challenge my assumptions about what our partner program should do. Where are the blind spots a Partnernomics coach would flag? Role: Sharpening | Steps: 4 Job: Review your strategic assumptions and identify 3-5 blind spots or risky assumptions that could derail your program. What's Needed: SPP document (or draft), partnership assumptions, market context, competitive landscape What This Creates: Blind spot analysis (1-2 pages), risk assessment, mitigation recommendations, revised assumption list Knowledge Sources: Ella-ments: D1 (Partnership Context), D5 (SPP) Frameworks: SPP 12-Component (#6, assumptions and risks sections), Martinsville Miracle (#21) Previous Outputs: SPP document, market research Tags: program-launch, vp-partnerships, strategy-briefs, build-program, deep-work, partnership-leader Keywords: blind spots, assumptions, risk assessment, strategic review, pressure test, coach perspective Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships who wants their strategy challenged before committing Not Designed For: Teams without a completed SPP (write the plan first, then challenge it) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default C4: Given this rough description of our partner offer, turn it into a Partnernomics-style program Term Sheet outline. Role: Action | Steps: 3 Job: Structure your partnership offer into Mark Brigman's 8-component Term Sheet format — ready for partner conversations. What's Needed: Rough partnership offer, SPP (D5), company positioning (A1), deal term thinking What This Creates: Complete Term Sheet document (1-2 pages), professionally formatted with all 8 components Knowledge Sources: Ella-ments: A1 (Company Positioning), C1 (Brand Voice), D5 (SPP) Frameworks: Non-Binding Term Sheet 8-Component (#7), Customized vs. Standardized Agreements (#25) Previous Outputs: SPP document, deal term thinking Tags: program-launch, vp-partnerships, templates, build-program, deep-work, partnership-leader Keywords: term sheet, partnership offer, 8 components, deal terms, non-binding, one-page Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE Who This Is For: VP Partnerships building partnership recruitment materials Not Designed For: Teams without a completed SPP Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default C5: Help me translate our business goals into deal terms a good partner would actually say yes to, using the Partnernomics Term Sheet model. Role: Sharpening | Steps: 4 Job: Model deal term scenarios and recommend terms that achieve your goals while remaining competitive and attractive to partners. What's Needed: Program goals, partnership type, revenue targets, competitive term research (if available) What This Creates: Deal term analysis (2 pages with scenarios), recommended deal term package, partner economics analysis Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Non-Binding Term Sheet 8-Component (#7), Six Partnership Types (#20) Previous Outputs: SPP goals, initial Term Sheet draft Tags: deal-negotiation, vp-partnerships, strategy-briefs, close-deals, deep-work, partnership-leader Keywords: deal terms, partner economics, competitive terms, revenue share, commission, incentives Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: VP Partnerships fine-tuning the financial offer Not Designed For: Teams without a completed SPP and Term Sheet template Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY D: DEAL STRUCTURE & NEGOTIATION (5 Plays — Step 7 deep dives) ──────────────────────────────────────────────────────────────────────────────── D1: Build a Negotiation Matrix for this potential partner (Objectives, Needs, Wants, Limits) so I don't wing the deal. Role: Action | Steps: 3 Job: Create a structured Negotiation Matrix for a specific partner — mapping every deal objective to needs, wants, and limits. What's Needed: Partner details, Term Sheet (D6), Partner Preparation Sheet notes, deal term thinking What This Creates: Negotiation Matrix (visual table), strategic trading notes, walk-away conditions Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Negotiation Matrix (#12), Partner Preparation Sheet (#10) Previous Outputs: Term Sheet, partner evaluation data, discovery call notes Tags: deal-negotiation, deal-negotiator, templates, close-deals, deep-work, partnership-leader Keywords: negotiation matrix, needs wants limits, deal objectives, walk-away, trading strategy Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: Deal negotiator preparing for a specific partner conversation Not Designed For: Teams still in the sourcing phase (negotiate after evaluation) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default D2: We have a draft contract from legal — compare it to what a Partnernomics Term Sheet would emphasize and tell me what's missing or misaligned. Role: Sharpening | Steps: 3 Job: Review a legal contract against the 8-component Term Sheet framework and flag gaps or misalignments. What's Needed: Draft partnership contract, Term Sheet template (D6), SPP goals What This Creates: Contract review summary (1-2 pages), gap analysis, misalignment flags, recommendation list Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Non-Binding Term Sheet 8-Component (#7), Customized vs. Standardized Agreements (#25) Previous Outputs: Term Sheet template, SPP document Tags: deal-negotiation, deal-negotiator, reports, close-deals, deep-work, partnership-leader Keywords: contract review, term sheet comparison, gap analysis, legal review, misalignment Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: VP Partnerships reviewing legal documentation before signing Not Designed For: Teams without a completed Term Sheet template (create that first) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default D3: Teach me how Partnernomics approaches value trading in negotiations — then help me identify my Wish List of tradeable items. Role: Sharpening | Steps: 3 Job: Explain the "negotiation as value trading" philosophy and build a personal Wish List of items you can trade in negotiations. What's Needed: Partnership goals, understanding of what's valuable to your business, what you can offer What This Creates: Value trading principle explanation, personalized Wish List (10+ items), usage guidance for negotiations Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Negotiation as Value Trading (#24), Wish List (#13) Previous Outputs: SPP document, Negotiation Matrix (if available) Tags: deal-negotiation, deal-negotiator, strategy-briefs, close-deals, deep-work, partnership-leader Keywords: value trading, wish list, negotiation philosophy, tradeable items, win-win, counteroffers Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: Deal negotiator learning the Partnernomics negotiation approach Not Designed For: Teams looking for adversarial negotiation tactics Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default D4: Should this partnership be exclusive, category-exclusive, or non-exclusive? Help me evaluate with Partnernomics' lens. Role: Sharpening | Steps: 3 Job: Evaluate exclusivity options for a specific partnership and recommend the right structure based on strategic value and risk. What's Needed: Partner details, market context, competitive landscape, deal term thinking What This Creates: Exclusivity analysis (1 page), recommended structure with rationale, risk-benefit comparison Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Negotiation Matrix (#12), Non-Binding Term Sheet 8-Component (#7) Previous Outputs: Negotiation Matrix, Term Sheet Tags: deal-negotiation, deal-negotiator, strategy-briefs, close-deals, quick-win, partnership-leader Keywords: exclusivity, non-exclusive, category-exclusive, competitive protection, deal terms Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: VP Partnerships making exclusivity decisions Not Designed For: Partnerships where exclusivity is already contractually determined Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default D5: Prepare me for a tough partner conversation. Role-play the objections they might raise and coach me on responses. Role: Sharpening | Steps: 3 Job: Anticipate 5-7 likely objections based on partner context and prepare structured, values-aligned responses. What's Needed: Partner background, deal terms, Negotiation Matrix, known concerns What This Creates: Objection-response preparation document (2 pages), role-play transcript with coaching notes Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Negotiation as Value Trading (#24), Discovery Call Framework (#9) Previous Outputs: Negotiation Matrix, Partner Preparation Sheet notes Tags: deal-negotiation, deal-negotiator, scripts, close-deals, quick-win, partnership-leader Keywords: objection handling, role-play, negotiation prep, coaching, tough conversations, responses Milestone: FALSE Save This Step: 1-TRUE, 2-TRUE, 3-FALSE Who This Is For: Deal negotiator preparing for a specific high-stakes conversation Not Designed For: General negotiation theory (this is for a specific upcoming meeting) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY E: PARTNER SOURCING & RECRUITMENT (5 Plays — Steps 5-6 deep dives) ──────────────────────────────────────────────────────────────────────────────── E1: Use our IPP to generate a list of 20 potential partner candidates and explain why each is a good or weak fit. Role: Action | Steps: 4 Job: Systematically source 20+ partner candidates from 6 channels and rank them by IPP fit. What's Needed: IPP profiles (D3-D4), access to sourcing channels, research tools What This Creates: Partner candidate list (20+ companies with IPP fit scores), prioritized pursue list (top 5-10), rationale per candidate Knowledge Sources: Ella-ments: D3 (IPP Company), D4 (IPP Leader) Frameworks: Partner Candidate Sourcing 6-Channel (#8), Quality Over Quantity (#23) Previous Outputs: IPP Worksheets, Ecosystem Map Tags: partner-recruitment, partnership-manager, scorecards, recruit-partners, deep-work, partnership-leader Keywords: candidate generation, 6-channel sourcing, 20 candidates, IPP fit scoring, prioritized list Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-FALSE, 4-TRUE Who This Is For: Partnership Manager sourcing candidates Not Designed For: Teams without completed IPP profiles (build IPP first) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default E2: Help me design discovery call questions for a first partner conversation, Partnernomics-style. Role: Action | Steps: 3 Job: Create a discovery call script using open-ended, probing, and closed-ended questions in the right sequence. What's Needed: Partnership type, Term Sheet (D6), target partner research (optional) What This Creates: Discovery call script (2 pages), question sequence, listening guidance, follow-up framework Knowledge Sources: Ella-ments: D5 (SPP), D6 (Term Sheet) Frameworks: Discovery Call Framework (#9) Previous Outputs: Term Sheet template, IPP Worksheets Tags: partner-recruitment, partnership-manager, scripts, recruit-partners, deep-work, partnership-leader Keywords: discovery call, questions, open-ended, probing, closed-ended, first conversation, partner interview Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE Who This Is For: Partnership Manager preparing for initial partner outreach Not Designed For: Teams in active negotiation (use Library D plays instead) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default E3: I'll paste notes from a partner call — score this partner using the Partnernomics Fit/Scoring logic and explain your rating. Role: Sharpening | Steps: 3 Job: Review call notes and apply the Partner Scoring Tool to produce an objective viability assessment. What's Needed: Partner call notes, Partner Scoring Tool rubric, IPP criteria What This Creates: Partner scoring assessment (1 page) with weighted score, dimension-by-dimension breakdown, pursue/park/no-go recommendation Knowledge Sources: Ella-ments: D3 (IPP Company), D4 (IPP Leader) Frameworks: Partner Scoring Tool (#11), Partner Preparation Sheet (#10) Previous Outputs: Call notes, IPP Worksheets Tags: partner-recruitment, partnership-manager, scorecards, recruit-partners, quick-win, partnership-leader Keywords: partner scoring, fit assessment, scoring tool, weighted evaluation, objective rating Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: Partnership Manager evaluating a specific partner candidate Not Designed For: Batch evaluation (use E4 for shortlisting multiple candidates) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default E4: Turn our messy spreadsheet of potential partners into a Partnernomics-style Pursue / Park / No-Go shortlist with rationale. Role: Action | Steps: 4 Job: Score and categorize an entire candidate list into Pursue (move forward), Park (revisit later), or No-Go (decline) with clear rationale. What's Needed: Unorganized partner candidate list, IPP profiles, Partner Scoring rubric What This Creates: Cleaned and scored partner spreadsheet, Pursue/Park/No-Go categorization with rationale per candidate Knowledge Sources: Ella-ments: D3 (IPP Company), D4 (IPP Leader) Frameworks: Partner Scoring Tool (#11), Quality Over Quantity (#23) Previous Outputs: Candidate list, discovery call notes, individual scoring assessments Tags: partner-recruitment, partnership-manager, scorecards, recruit-partners, deep-work, partnership-leader Keywords: pursue park no-go, shortlist, candidate prioritization, batch scoring, rationale Milestone: TRUE | Title: Shortlist Finalized. | Description: Your partner candidates are\nscored and categorized.\nPursue list is ready for outreach. Save This Step: 1-FALSE, 2-TRUE, 3-FALSE, 4-TRUE Who This Is For: Partnership Manager organizing candidate pipeline Not Designed For: Teams with fewer than 5 candidates (use E3 for individual scoring) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default E5: What are the red flags Partnernomics would tell me to watch for in early partner conversations? Evaluate this specific partner against them. Role: Sharpening | Steps: 3 Job: Identify partnership red flags and assess a specific partner candidate against them. What's Needed: Partner call notes, partner research, gut concerns, red flag awareness What This Creates: Red flag assessment (1 page), risk rating (low/medium/high), recommendation (proceed/slow down/walk away) Knowledge Sources: Ella-ments: D3 (IPP Company), D4 (IPP Leader) Frameworks: Partner Scoring Tool (#11), Discovery Call Framework (#9), Negotiation as Value Trading (#24) Previous Outputs: Discovery call notes, Partner Preparation Sheet Tags: partner-recruitment, partnership-manager, checklists, recruit-partners, quick-win, partnership-leader Keywords: red flags, warning signs, partner risk, early conversations, evaluation, walk away Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: Partnership Manager with concerns about a specific candidate Not Designed For: General partner education (this evaluates a real candidate) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY F: LAUNCH, PBR & PERFORMANCE (5 Plays — Steps 8-10 deep dives) ──────────────────────────────────────────────────────────────────────────────── F1: We just signed our first partner. Help me sketch a Partnernomics-style First 90-Days Plan so this doesn't die after the contract. Role: Action | Steps: 5 Job: Design a customized 6-component First 90-Days Plan with roles, goals, metrics, communications, and onboarding. What's Needed: Signed agreement, team rosters, SPP goals (D5), partner expectations What This Creates: Customized First 90-Days Plan (3-5 pages), shared with partner 5+ days before kickoff Knowledge Sources: Ella-ments: D5 (SPP), D7 (First 90-Days Template) Frameworks: First 90-Days Plan 6-Component (#14), Role-Based Partner Pairing (#15), 90-Day Continuous Improvement (#26) Previous Outputs: Signed agreement, SPP goals, partner evaluation data Tags: partnership-activation, partnership-manager, plans-calendars, launch-partnerships, deep-work, partnership-leader Keywords: first 90 days, launch plan, onboarding, roles governance, metrics dashboards, kickoff Milestone: TRUE | Title: Launch Plan Ready. | Description: Partner-specific launch plan\nis complete with goals and roles.\nKickoff is set. Save This Step: 1-TRUE, 2-TRUE, 3-TRUE, 4-TRUE, 5-TRUE Who This Is For: Partnership Manager launching a new partner relationship Not Designed For: Partnerships still in negotiation (agreement must be signed) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default F2: Design a role-based pairing map (our team to partner team) the way Partnernomics recommends, based on this org chart. Role: Action | Steps: 3 Job: Create a documented pairing structure connecting corresponding roles at both companies for multi-touch engagement. What's Needed: Your org chart, partner org chart, partnership type, relationship preferences What This Creates: Role-based pairing map (visual or table), communication expectations per pairing, max 5 pairings per person Knowledge Sources: Ella-ments: D7 (First 90-Days Plan) Frameworks: Role-Based Partner Pairing (#15) Previous Outputs: First 90-Days Plan Tags: partnership-activation, partnership-manager, templates, launch-partnerships, quick-win, partnership-leader Keywords: role-based pairing, org chart mapping, multi-touch, peer-to-peer, relationship depth Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE Who This Is For: Partnership Manager setting up relationship structure Not Designed For: Self-service partnerships without team involvement Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default F3: Suggest a Partner Business Review (PBR) agenda and scorecard for this partner using Partnernomics' template. Role: Action | Steps: 3 Job: Create a structured PBR agenda and scorecard using Mark Brigman's 5-component framework. What's Needed: First 90-Days Plan goals and metrics, partner relationships, first 30-day results (if available) What This Creates: PBR agenda template (2 pages), PBR scorecard template (red/yellow/green), first PBR customized for this partner Knowledge Sources: Ella-ments: D7 (First 90-Days Plan), D8 (Tracking Framework) Frameworks: PBR 5-Component Framework (#16), Partnership Scoreboard RYG (#17) Previous Outputs: First 90-Days Plan, performance data Tags: ongoing-management, partnership-manager, templates, track-performance, deep-work, partnership-leader Keywords: partner business review, PBR, 5 components, lightning round, scoreboard, red yellow green Milestone: TRUE | Title: PBR Rhythm Set. | Description: Your Partner Business Review\nis structured and scheduled.\nAccountability starts now. Save This Step: 1-TRUE, 2-TRUE, 3-TRUE Who This Is For: Partnership Manager running ongoing partner reviews Not Designed For: Partnerships in first 30 days (too early for full PBR) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default F4: Take our current partner performance data and summarize program health using the Partnernomics recruiting / engagement / revenue lenses. Role: Sharpening | Steps: 3 Job: Analyze performance data across Recruiting, Engagement, and Revenue dimensions and produce a health summary. What's Needed: Performance dashboard data, CRM data, partner management system data What This Creates: Program health summary (1-2 pages) with traffic light status per area, trend analysis, executive narrative Knowledge Sources: Ella-ments: D5 (SPP), D8 (Tracking Framework) Frameworks: Lifecycle Performance Tracking 3-Area (#18), Partnership Scoreboard RYG (#17) Previous Outputs: Dashboard data, PBR notes Tags: performance-review, program-analyst, reports, track-performance, deep-work, partnership-leader Keywords: program health, recruiting performance, engagement performance, revenue performance, traffic light, trends Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE Who This Is For: Program Analyst or VP Partnerships reviewing program status Not Designed For: Programs without active data collection Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default F5: Given our existing partner program, identify 3-5 optimization moves a Partnernomics coach would recommend based on their metrics framework. Role: Sharpening | Steps: 4 Job: Review program performance, identify red/yellow/green areas, and recommend 3-5 specific optimization moves with root cause analysis. What's Needed: Program performance data, partner feedback, team feedback, PBR history What This Creates: Optimization recommendations (1-2 pages), 3-5 specific moves, root cause analysis per recommendation, impact estimates Knowledge Sources: Ella-ments: D5 (SPP), D8 (Tracking Framework) Frameworks: Lifecycle Performance Tracking 3-Area (#18), 90-Day Continuous Improvement (#26) Previous Outputs: Health summary, PBR scorecards, quarterly reports Tags: performance-review, program-analyst, strategy-briefs, scale-program, deep-work, partnership-leader Keywords: optimization, recommendations, root cause, performance improvement, scaling, metrics-driven Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: VP Partnerships making data-driven program improvements Not Designed For: Programs without at least one full 90-day cycle of data Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ──────────────────────────────────────────────────────────────────────────────── LIBRARY G: CO-MARKETING, REPORTING & SERVICE PARTNERSHIPS (5 Plays — Beyond QLP) ──────────────────────────────────────────────────────────────────────────────── These plays extend beyond the 10-step QLP for mature programs. Use on demand. G1: Design a joint co-marketing plan with this partner using Partnernomics principles. Role: Action | Steps: 4 Job: Create a 90-day co-marketing plan specifying joint activities, timing, and responsibility for a specific partner. What's Needed: Partner capabilities, audience overlap, co-marketing preferences, SPP goals What This Creates: Joint go-to-market plan (2-3 pages), activity calendar, responsibility matrix, success metrics Knowledge Sources: Ella-ments: D5 (SPP), D7 (First 90-Days Plan), D8 (Tracking Framework) Frameworks: 90-Day Continuous Improvement (#26), Lifecycle Performance Tracking (#18) Previous Outputs: First 90-Days Plan, partner performance data, partner marketing capabilities Tags: joint-selling, partner-marketer, plans-calendars, scale-program, deep-work, partnership-leader Keywords: co-marketing, joint campaigns, activity calendar, partner marketing, webinars, co-branded Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: Partner Marketing Manager running joint campaigns Not Designed For: Partnerships in first 30 days (too early for co-marketing) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default G2: Design a co-branded one-pager and landing page brief for this partner. Role: Action | Steps: 3 Job: Create a co-branded one-pager and landing page outline that position your joint value to prospects. What's Needed: Your value prop, partner value prop, target audience, joint use cases What This Creates: Co-branded one-pager (1 page), landing page brief (outline/copy), design direction Knowledge Sources: Ella-ments: A1 (Company Positioning), C1 (Brand Voice), C2 (Brand Positioning) Frameworks: None specific (uses brand and positioning foundations) Previous Outputs: Joint co-marketing plan, partner brand guidelines Tags: joint-selling, partner-marketer, one-pagers, scale-program, quick-win, marketing-collaborator Keywords: co-branded, one-pager, landing page, joint value proposition, partner marketing Milestone: FALSE Save This Step: 1-FALSE, 2-TRUE, 3-TRUE Who This Is For: Partner Marketing Manager building joint content Not Designed For: Partnerships without a co-marketing agreement Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → default G3: Build a partner success story / case study outline for this partnership. Role: Action | Steps: 4 Job: Create a customer case study showing your joint partnership delivering measurable customer success. What's Needed: Customer willing to participate, success metrics, shared benefits, testimonials What This Creates: Case study outline (3 pages), customer quotes, usage rights documentation Knowledge Sources: Ella-ments: A1 (Company Positioning), C1 (Brand Voice) Frameworks: Trusted Relationship Channel (#22) Previous Outputs: Joint customer data, performance metrics showing success Tags: joint-selling, partner-marketer, reports, scale-program, deep-work, marketing-collaborator Keywords: case study, success story, customer testimonial, joint value proof, co-delivery results Milestone: TRUE | Title: Case Study Ready. | Description: Your first joint success story\nis documented with customer proof.\nReady for marketing use. Save This Step: 1-FALSE, 2-FALSE, 3-TRUE, 4-TRUE Who This Is For: Partner Marketing Manager documenting partnership results Not Designed For: Partnerships without measurable customer success Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → default G4: Create a quarterly partnership program report for leadership. Role: Action | Steps: 4 Job: Synthesize quarterly data into a leadership-ready report showing program health, ROI, and recommendations. What's Needed: Dashboard data, PBR notes, partner feedback, SPP goals, previous quarterly reports What This Creates: Quarterly report (2-3 pages), executive summary, metrics dashboard, trend analysis, recommendations Knowledge Sources: Ella-ments: D5 (SPP), D8 (Tracking Framework) Frameworks: Lifecycle Performance Tracking 3-Area (#18), Partnership Scoreboard RYG (#17) Previous Outputs: Monthly PBR data, health summaries, previous quarterly reports Tags: performance-review, program-analyst, reports, track-performance, ongoing-series, executive-sponsor Keywords: quarterly report, executive summary, program health, ROI reporting, trend analysis, leadership Milestone: FALSE Save This Step: 1-FALSE, 2-FALSE, 3-FALSE, 4-TRUE Who This Is For: VP Partnerships reporting to leadership and board Not Designed For: Programs without quarterly review cadence Play Pattern: Subsequent | Voice: Methodical Business Architect → C3 → default G5: New service partner signed — help me build a client onboarding and implementation plan. Role: Action | Steps: 4 Job: Build a 90-day implementation plan for co-delivery with a service/implementation partner — roles, deliverables, milestones, and customer success metrics. What's Needed: Client agreement, implementation requirements, partner capabilities, team availability What This Creates: Client implementation plan (3-5 pages), RACI matrix, customer success metrics, onboarding checklist Knowledge Sources: Ella-ments: D5 (SPP), D7 (First 90-Days Template) Frameworks: First 90-Days Plan 6-Component (#14), Role-Based Partner Pairing (#15) Previous Outputs: Partner agreement, service scope, partner capabilities assessment Tags: implementor-engagement, implementation-lead, plans-calendars, launch-partnerships, deep-work, implementation-lead Keywords: implementation plan, RACI matrix, co-delivery, client onboarding, service partner, milestones Milestone: TRUE | Title: Implementation Plan Set. | Description: 90-day co-delivery plan\nis documented with RACI and metrics.\nClient kickoff is ready. Save This Step: 1-TRUE, 2-TRUE, 3-TRUE, 4-TRUE Who This Is For: Implementation Lead launching co-delivery with a service partner Not Designed For: Referral or affiliate partnerships (use F1 for standard launch) Play Pattern: Subsequent | Voice: Methodical Business Architect → C1 → C3 → default ================================================================================ PLAYBOOK OUTLINES (10 Playbooks = 10 QLP Steps, Exact Match) ================================================================================ Mark Brigman's Quick Launch Program (QLP) defines 10 steps for building a profit-focused partnership program in 90 days. Each playbook below maps 1:1 to a QLP step, in the exact order they appear in the LAUNCH book. Users should follow these playbooks in order: PB1 → PB2 → PB3 → PB4 → [GATE] → PB5 → PB6 → PB7 → PB8 → PB9 → PB10. ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 1: IDEAL CUSTOMER PROFILE (ICP) QLP Step 1 | Book Chapter 2 | Section: Plan Your Program ──────────────────────────────────────────────────────────────────────────────── Single Job: Define exactly who your best customers are — at firmographic, demographic, and psychographic depth — so every partnership decision downstream is anchored in real customer data. Why These Plays Come in This Order: Partnership type selection must happen first (it shapes ICP focus). Readiness check confirms organizational commitment. Business case comparison builds leadership buy-in. Only then does the deep ICP work begin — reverse-engineering your best customers into a precise profile. Prerequisites: None (entry point to the Quick Launch Program) Play 1 → [Library A, Play 3]: Help me decide which partnership type fits my business Reference: A3 — Partnership Type Decision Tree Role: Strategy/Selection | Steps: 4 Play 2 → [Library A, Play 1]: Walk me through a Partnernomics readiness check Reference: A1 — Readiness Assessment Role: Sharpening | Steps: 5 Play 3 → [Library A, Play 2]: Compare direct-only vs. partner-driven revenue Reference: A2 — Business Case Comparison Role: Sharpening | Steps: 3 Play 4 → [Library A, Play 4 / Builder B1]: Build my Ideal Customer Profile Reference: A4 / Builder B1 — ICP Reverse-Engineering Role: Action | Steps: 5 Milestone: TRUE — "ICP Complete." Tags: program-launch, cro-executive, scorecards, build-program, deep-work, partnership-leader Keywords: ICP, readiness, partnership type, business case, customer profiling, foundation ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 2: IDEAL PARTNER PROFILE (IPP) QLP Step 2 | Book Chapter 3 | Section: Plan Your Program ──────────────────────────────────────────────────────────────────────────────── Single Job: Identify your Ideal Partner Profile — the 5-10 complementary company types serving your ICP in trusted-advisor roles, along with the leader personas inside those companies. Why These Plays Come in This Order: Ecosystem mapping identifies partner categories from customer journey data. IPP Company Profile translates ecosystem into firmographic selection criteria. IPP Leader Persona adds the human layer — who to contact and what motivates them. Complementarity validation stress-tests for competitive overlap. Coaching interview provides an alternative intake path for teams that prefer conversation over worksheets. Prerequisites: PB1 (ICP complete) Play 1 → [Library A, Play 5 / Builder D2]: Map our Partner Ecosystem Reference: A5 / Builder D2 — Ecosystem Analysis (Before/During/After) Role: Action | Steps: 5 Milestone: TRUE — "Ecosystem Mapped." Play 2 → [Library B, Play 1 / Builder D3]: Build our Ideal Partner Profile — Company Reference: B1 / Builder D3 — IPP Company Profile Role: Action | Steps: 4 Play 3 → [Builder D4]: Define our Ideal Partner Profile — Leader Persona Reference: Builder D4 — IPP Leader Persona Role: Action | Steps: 4 Play 4 → [Library B, Play 3]: Apply the complementarity principle to our business Reference: B3 — 100% Complementary, 0% Competitive Role: Sharpening | Steps: 4 Play 5 → [Library B, Play 2]: Coach me through an IPP interview instead Reference: B2 — IPP Coaching Interview (alternative path) Role: Sharpening | Steps: 3 Tags: program-launch, vp-partnerships, scorecards, build-program, deep-work, partnership-leader Keywords: IPP, ecosystem, partner profile, complementarity, company types, leader persona ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 3: STRATEGIC PARTNERING PLAN (SPP) QLP Step 3 | Book Chapter 4 | Section: Plan Your Program ──────────────────────────────────────────────────────────────────────────────── Single Job: Align your entire leadership team around partnership strategy — goals, approach, SWOT analysis, resources, risk mitigation — in a written, ratified document. Why These Plays Come in This Order: Program objectives set the targets first. SPP coaching interview builds the full 12-component plan through facilitated conversation. Rough-idea-to-SPP provides an alternative drafting path. Blind spot analysis stress-tests assumptions before ratification. Program-first principle check confirms the team isn't skipping steps out of urgency. Prerequisites: PB1 (ICP), PB2 (IPP and Ecosystem) Play 1 → [Library B, Play 4]: Define clear program objectives the Partnernomics way Reference: B4 — Program Objectives Definition Role: Sharpening | Steps: 4 Play 2 → [Library C, Play 1 / Builder D5]: Draft the SPP from a coached interview Reference: C1 / Builder D5 — SPP 12-Component Coaching Interview Role: Action | Steps: 3 (builder: 5) Milestone: TRUE — "SPP Drafted." (builder milestone: "SPP Complete.") Play 3 → [Library C, Play 2]: Turn a rough partner idea into a formatted SPP Reference: C2 — Rough Idea to SPP (alternative path) Role: Action | Steps: 3 Play 4 → [Library C, Play 3]: Challenge my assumptions — where are the blind spots? Reference: C3 — Blind Spot Analysis Role: Sharpening | Steps: 4 Play 5 → [Library B, Play 5]: Are we skipping steps? Evaluate our "program first" discipline Reference: B5 — Program First, Partners Second Check Role: Sharpening | Steps: 3 Tags: program-launch, cro-executive, strategy-briefs, build-program, deep-work, partnership-leader Keywords: strategic partnering plan, SPP, 12 components, SWOT, goals, leadership alignment, blind spots ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 4: NON-BINDING TERM SHEET QLP Step 4 | Book Chapter 5 | Section: Plan Your Program ──────────────────────────────────────────────────────────────────────────────── Single Job: Build a clear, professional Term Sheet that communicates your partnership offer — gets prospective partners to yes or no in hours, not months. Why These Plays Come in This Order: Term Sheet builder creates the 8-component template. Deal terms translation ensures your financial terms are competitive enough for good partners to accept. Both plays must be complete before sourcing begins — you need this tool in hand for every initial conversation. Prerequisites: PB3 (SPP ratified) Play 1 → [Library C, Play 4 / Builder D6]: Structure our offer into an 8-component Term Sheet Reference: C4 / Builder D6 — Term Sheet Builder Role: Action | Steps: 3 (builder: 4) Milestone: TRUE — "Term Sheet Ready." Play 2 → [Library C, Play 5]: Translate our goals into terms partners will accept Reference: C5 — Deal Terms Translation Role: Sharpening | Steps: 4 Tags: program-launch, vp-partnerships, templates, build-program, deep-work, partnership-leader Keywords: term sheet, non-binding, partnership offer, deal terms, 8 components, value proposition ══════════════════════════════════════════════════════════════════════════════ ┌─────────────────────────────────────────────────────────────────┐ │ GATE: "PROGRAM FIRST, PARTNERS SECOND" │ │ │ │ Before moving to Playbooks 5-7 (Recruit & Close), confirm │ │ that Playbooks 1-4 are complete. You should have: │ │ │ │ ✓ Partnership type chosen (PB1) │ │ ✓ ICP built from real customer data (PB1) │ │ ✓ Partner Ecosystem mapped (PB2) │ │ ✓ IPP Company and Leader profiles defined (PB2) │ │ ✓ SPP written and ratified by leadership (PB3) │ │ ✓ Term Sheet template created and reviewed (PB4) │ │ │ │ If any of these are missing, go back. Mark teaches this │ │ principle clearly: build your program foundation before │ │ recruiting a single partner. Skipping steps is the #1 reason │ │ partnership programs fail. │ └─────────────────────────────────────────────────────────────────┘ ══════════════════════════════════════════════════════════════════════════════ ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 5: PARTNER CANDIDATE IDENTIFICATION (SOURCING) QLP Step 5 | Book Chapter 6 | Section: Recruit & Close ──────────────────────────────────────────────────────────────────────────────── Single Job: Source 20+ qualified partner candidates from multiple channels using your IPP as the filter — systematically, not through cold outreach or guesswork. Why These Plays Come in This Order: Candidate generation applies the 6-channel sourcing framework to produce a qualified target list. Discovery call script prepares you for first conversations with a proven question sequence. Both plays assume you have IPP profiles and a Term Sheet ready to share. Prerequisites: PB4 (Term Sheet ready — the "Program First" gate is cleared) Play 1 → [Library E, Play 1]: Generate 20+ candidates from our IPP Reference: E1 — 20-Candidate Generation (6-Channel Sourcing) Role: Action | Steps: 4 Play 2 → [Library E, Play 2]: Design discovery call questions for first conversations Reference: E2 — Discovery Call Script Role: Action | Steps: 3 Tags: partner-recruitment, partnership-manager, scorecards, recruit-partners, deep-work, partnership-leader Keywords: sourcing, candidate generation, 6-channel, 20 candidates, discovery calls, IPP filter ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 6: PARTNER CANDIDATE EVALUATION QLP Step 6 | Book Chapter 7 | Section: Recruit & Close ──────────────────────────────────────────────────────────────────────────────── Single Job: Score and prioritize partner candidates using objective criteria — the Partner Scoring Tool and Partner Preparation Sheet — so you invest time only in high-probability relationships. Why These Plays Come in This Order: Individual partner scoring produces objective assessments from call notes. Batch shortlisting categorizes the full list into Pursue/Park/No-Go. Red flag evaluation provides a final risk screen before advancing candidates to negotiation. Prerequisites: PB5 (Candidate list with discovery call notes) Play 1 → [Library E, Play 3]: Score this partner from our call notes Reference: E3 — Partner Scoring from Call Notes Role: Sharpening | Steps: 3 Play 2 → [Library E, Play 4]: Organize our candidates into Pursue / Park / No-Go Reference: E4 — Pursue/Park/No-Go Shortlist Role: Action | Steps: 4 Milestone: TRUE — "Shortlist Finalized." Play 3 → [Library E, Play 5]: Evaluate red flags for this specific partner Reference: E5 — Red Flag Evaluation Role: Sharpening | Steps: 3 Tags: partner-recruitment, partnership-manager, scorecards, recruit-partners, deep-work, partnership-leader Keywords: evaluation, partner scoring, pursue park no-go, red flags, shortlist, objective criteria ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 7: PARTNERSHIP AGREEMENT NEGOTIATION & EXECUTION QLP Step 7 | Book Chapter 8 | Section: Recruit & Close ──────────────────────────────────────────────────────────────────────────────── Single Job: Negotiate and close partnership agreements using value-trading principles — so both parties commit to a deal that actually works. Why These Plays Come in This Order: Negotiation Matrix establishes your boundaries (needs/wants/limits per objective). Value trading education teaches the philosophy. Contract review validates legal docs against Term Sheet principles. Exclusivity analysis resolves a common deal-breaking question. Objection preparation equips you for the final conversations. Prerequisites: PB6 (Pursue shortlist finalized) Play 1 → [Library D, Play 1]: Build my Negotiation Matrix for this partner Reference: D1 — Negotiation Matrix Builder Role: Action | Steps: 3 Play 2 → [Library D, Play 3]: Teach me value trading and build my Wish List Reference: D3 — Value Trading Education + Wish List Role: Sharpening | Steps: 3 Play 3 → [Library D, Play 2]: Review our draft contract against Partnernomics principles Reference: D2 — Contract Review Role: Sharpening | Steps: 3 Play 4 → [Library D, Play 4]: Evaluate exclusivity options for this deal Reference: D4 — Exclusivity Analysis Role: Sharpening | Steps: 3 Play 5 → [Library D, Play 5]: Role-play objections and coach me on responses Reference: D5 — Objection Preparation & Role-Play Role: Sharpening | Steps: 3 Milestone: TRUE — "Agreement Signed." (Title: Agreement Signed. | Description: Partnership terms are agreed.\nBoth parties are committed.\nReady for First 90-Days Plan.) Tags: deal-negotiation, deal-negotiator, templates, close-deals, deep-work, partnership-leader Keywords: negotiation, value trading, wish list, contract review, exclusivity, objection handling, agreement ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 8: FIRST 90-DAYS PLAN LAUNCH QLP Step 8 | Book Chapter 9 | Section: Launch & Manage ──────────────────────────────────────────────────────────────────────────────── Single Job: Activate each new partnership with a detailed 6-component plan — roles, goals, metrics, cadence, onboarding — so you generate results from day 1 instead of slow-ramping for 6 months. Why These Plays Come in This Order: First 90-Days Plan establishes the complete operational blueprint for this specific partner. Role-based pairing creates multiple peer-to-peer relationships for depth and resilience. Service partner implementation extends the plan for co-delivery partnerships (optional, run only for Service/Implementation type). Prerequisites: PB7 (Partnership agreement signed) Play 1 → [Library F, Play 1 / Builder D7]: Build the First 90-Days Plan for this partner Reference: F1 / Builder D7 — First 90-Days Plan (6 Components) Role: Action | Steps: 5 Milestone: TRUE — "Launch Plan Ready." Play 2 → [Library F, Play 2]: Design the role-based pairing map Reference: F2 — Role-Based Partner Pairing Map Role: Action | Steps: 3 Play 3 → [Library G, Play 5]: Build client onboarding and implementation plan (Service partners only) Reference: G5 — Service Partner Implementation Plan Role: Action | Steps: 4 NOTE: Optional — run only for Service/Implementation partnership type Milestone: TRUE — "Implementation Plan Set." (Service partnerships only) Tags: partnership-activation, partnership-manager, plans-calendars, launch-partnerships, deep-work, partnership-leader Keywords: first 90 days, launch plan, onboarding, role-based pairing, 6 components, kickoff, activation ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 9: PARTNER BUSINESS REVIEWS (PBR) QLP Step 9 | Book Chapter 10 | Section: Launch & Manage ──────────────────────────────────────────────────────────────────────────────── Single Job: Establish and run a structured Partner Business Review rhythm — so partnerships stay healthy, performance issues surface early, and both parties stay accountable. Why These Plays Come in This Order: PBR agenda and scorecard design creates the meeting structure and performance tracking template. Program health summary teaches how to prepare for PBR meetings using the Recruiting/Engagement/Revenue lenses. Both plays establish the ongoing management discipline that prevents partnership drift. Prerequisites: PB8 (First 90-Days Plan launched, at least 30 days of data) Play 1 → [Library F, Play 3]: Design my PBR agenda and scorecard Reference: F3 — PBR Agenda & Scorecard (5-Component Framework) Role: Action | Steps: 3 Milestone: TRUE — "PBR Rhythm Set." Play 2 → [Library F, Play 4]: Summarize program health for this PBR Reference: F4 — Program Health Summary Role: Sharpening | Steps: 3 Tags: ongoing-management, partnership-manager, templates, track-performance, ongoing-series, partnership-leader Keywords: partner business review, PBR, 5 components, lightning round, scoreboard, accountability, health summary ──────────────────────────────────────────────────────────────────────────────── PLAYBOOK 10: PERFORMANCE TRACKING & OPTIMIZATION QLP Step 10 | Book Chapter 11 | Section: Scale & Optimize ──────────────────────────────────────────────────────────────────────────────── Single Job: Build your data infrastructure across Recruiting, Engagement, and Revenue — then use it to make decisions that grow the program from 2-4 partners to 8-10. Why These Plays Come in This Order: Tracking framework builder creates the dashboard infrastructure covering all three measurement areas. Optimization recommendations identify specific moves based on data. Quarterly leadership report synthesizes everything for executive visibility. Partner success story captures proof for marketing and recruitment purposes. Prerequisites: PB9 (PBR rhythm established, data flowing) Play 1 → [Builder D8]: Build the 3-area tracking dashboard Reference: Builder D8 — Partner Program Dashboard (Recruiting, Engagement, Revenue) Role: Action | Steps: 4 Milestone: TRUE — "Dashboard Running." Play 2 → [Library F, Play 5]: Identify optimization moves from our data Reference: F5 — Optimization Recommendations Role: Sharpening | Steps: 4 Play 3 → [Library G, Play 4]: Create a quarterly report for leadership Reference: G4 — Quarterly Leadership Report Role: Action | Steps: 4 Play 4 → [Library G, Play 3]: Build a partner success story / case study Reference: G3 — Partner Success Story Role: Action | Steps: 4 Milestone: TRUE — "Case Study Ready." Tags: performance-review, program-analyst, dashboards, track-performance, deep-work, partnership-leader Keywords: performance tracking, dashboard, optimization, quarterly reporting, case study, recruiting, engagement, revenue ================================================================================ ELLA-MENT DEPENDENCY MATRIX ================================================================================ This matrix shows which plays CONSUME each ella-ment (need it as input) and which plays PRODUCE it (create or update it). If you haven't built an ella-ment yet, any play that consumes it will have incomplete context. Ella-ment | Produced By | Consumed By (Plays) ----------------|--------------------------|-------------------------------------------- A1: Company | Onboarding (user fills) | Builder D1, D5, D6; Plays A2, A3, C1, C2, Positioning | | C4, G2 A2: Program | PB3 Play 1 (B4) / | Builder D7, D8 Vision/Goals | Builder D5 Step 5 | B1: ICP | Builder B1 (PB1 Play 4) | Builder D2, D3; Plays A5, B1, B2, B3, B4, | | E1, E3, E4, E5 B2: Customer | Builder D2 (extended) | Builder D2 (self-referencing) Buying Jrny | | C1: Brand Voice | Onboarding (user fills) | Builder D6; Plays C4, G2, G3 C2: Brand | Onboarding (user fills) | Play G2 Positioning | | D1: Partnership | Builder D1 (PB1/PB3) | Builder D5; Plays A2, B4, B5, C2, C3 Context | | D2: Ecosystem | Builder D2 (PB2 Play 1) | Builder D3; Plays A5, B1, B2, B3 Analysis | | D3: IPP Company | Builder D3 (PB2 Play 2) | Builder D4; Plays E1, E3, E4, E5 D4: IPP Leader | Builder D4 (PB2 Play 3) | Plays E1, E3, E4, E5 D5: SPP | Builder D5 (PB3 Play 2) | Builder D6, D7, D8; Plays C3, C5, D1-D5, | | E2, F1, F4, F5, G1, G4 D6: Term Sheet | Builder D6 (PB4 Play 1) | Plays C5, D1-D5, E2 D7: First | Builder D7 (PB8 Play 1) | Plays F2, F3, G1, G5 90-Days Plan | | D8: Tracking | Builder D8 (PB10 Play 1) | Plays F3, F4, F5, G1, G4 Framework | | Read the matrix as: "Before running [Consumed By play], confirm [Ella-ment] is built." ================================================================================ ARTIFACT FLOW MAP ================================================================================ This shows what each QLP step produces and how it feeds the next step. Follow the arrows — each step's output becomes the next step's input. PB1: ICP Produces → ICP Worksheet, Customer Personas, Partnership Type Decision, Readiness Scorecard ↓ PB2: IPP Consumes ← ICP Worksheet, Customer Personas Produces → Ecosystem Map, IPP Company Profile, IPP Leader Persona, Complementarity Analysis ↓ PB3: SPP Consumes ← ICP Worksheet, IPP Profiles, Ecosystem Map, Partnership Context (D1) Produces → SPP Document (12 components), Program Objectives, Executive Summary ↓ PB4: Term Sheet Consumes ← SPP Document, IPP Profiles, Brand Voice (C1) Produces → Term Sheet Template (8 components), Deal Terms Analysis ↓ ══════ GATE: Program First, Partners Second ══════ ↓ PB5: Sourcing Consumes ← IPP Profiles, Term Sheet Template Produces → Candidate List (20+), Discovery Call Script ↓ PB6: Evaluation Consumes ← Candidate List, Discovery Call Notes, IPP Profiles Produces → Partner Scoring Assessments, Pursue/Park/No-Go Shortlist, Red Flag Reports ↓ PB7: Negotiation Consumes ← Shortlist, Term Sheet, SPP Goals, Partner Prep Sheet Notes Produces → Negotiation Matrix, Wish List, Signed Partnership Agreement ↓ PB8: Launch Consumes ← Signed Agreement, SPP Goals, Team Rosters Produces → First 90-Days Plan (per partner), Role-Based Pairing Map ↓ PB9: PBR Consumes ← First 90-Days Plan Goals/Metrics, Performance Data Produces → PBR Agenda Template, PBR Scorecard (RYG), Health Summaries ↓ PB10: Tracking & Optimization Consumes ← All previous outputs, PBR Data, CRM Data Produces → Tracking Dashboard, Optimization Recommendations, Quarterly Reports, Case Studies ================================================================================ FRAMEWORK COVERAGE TABLE (All 26 Frameworks) ================================================================================ Every framework from Mark Brigman's LAUNCH book is embedded in at least one play or playbook. This table shows exactly where to find each one. # | Framework Name | Primary Location(s) | Tags ---|---------------------------------------|-------------------------------|------------- 1 | Quick Launch Program (QLP) | META: All 10 Playbooks | build-program 2 | ICP Reverse-Engineering Analysis | Builder B1, Play A4, PB1 | build-program 3 | ICP Three-Dimension Model | Builder B1, Play A4, PB1 | build-program 4 | ICP Ecosystem Analysis | Builder D2, Play A5, PB2 | build-program 5 | IPP Company Type Worksheet | Builder D3, Plays B1-B2, PB2 | build-program 6 | SPP 12-Component Framework | Builder D5, Plays C1-C2, PB3 | build-program 7 | Non-Binding Term Sheet 8-Component | Builder D6, Plays C4-C5, PB4 | build-program 8 | Partner Sourcing 6-Channel | Play E1, PB5 | recruit-partners 9 | Discovery Call Framework | Play E2, Play D5, PB5 | recruit-partners 10 | Partner Preparation Sheet | Plays E3-E5, D1, PB6 | recruit-partners 11 | Partner Scoring Tool | Plays E3-E4, PB6 | recruit-partners 12 | Negotiation Matrix | Play D1, PB7 | close-deals 13 | Wish List (Trading Framework) | Play D3, PB7 | close-deals 14 | First 90-Days Plan 6-Component | Builder D7, Play F1, PB8 | launch-partnerships 15 | Role-Based Partner Pairing | Play F2, PB8 | launch-partnerships 16 | PBR 5-Component Framework | Play F3, PB9 | track-performance 17 | Partnership Scoreboard (RYG) | Play F3, Builder D8, PB9-10 | track-performance 18 | Lifecycle Performance Tracking 3-Area | Builder D8, Plays F4-F5, PB10 | track-performance 19 | Three Paths to Profitable Growth | Builder D1, Plays A1-A2, PB1 | build-program 20 | Six Partnership Types (Facilitator) | Play A3, PB1 | choose-type 21 | Martinsville Miracle | Play C3 (mindset), Voice/SI | build-program 22 | Trusted Relationship Channel | Builder D1-D2, Plays A1-A5 | build-program 23 | Quality Over Quantity Launch | Plays E1, E4, PB5-6 | recruit-partners 24 | Negotiation as Value Trading | Plays D3, D5, PB7 | close-deals 25 | Customized vs. Standardized Agreements| Builder D6, Play D2, PB4, PB7 | close-deals 26 | 90-Day Continuous Improvement Cycles | Builder D7-D8, Plays F1, F5 | track-performance ✓ All 26 frameworks are embedded in at least one play, builder play, or playbook. ✓ All frameworks are tagged for search and discovery. ✓ Philosophical frameworks (#19, #21, #22) are embedded in voice and system instructions as well. ================================================================================ BOOK CHAPTER → PLAYBOOK CONCORDANCE ================================================================================ If you've just finished reading a chapter of LAUNCH, this tells you exactly which playbook and plays put that chapter's ideas into action. Chapter 1: Introduction to Partnernomics & the Quick Launch Program → PB1 (Plays A1, A2, A3) — Readiness, business case, partnership type selection → Frameworks: QLP (#1), Three Paths (#19), Six Types (#20), Martinsville Miracle (#21) Chapter 2: Ideal Customer Profile (ICP) → PB1 (Play A4 / Builder B1) — Build your ICP using reverse-engineering → Frameworks: ICP Reverse-Engineering (#2), ICP Three-Dimension Model (#3) Chapter 3: Ideal Partner Profile (IPP) & Ecosystem Analysis → PB2 (Plays A5/D2, B1/D3, D4, B3, B2) — Ecosystem mapping, IPP Company & Leader → Frameworks: ICP Ecosystem Analysis (#4), IPP Worksheet (#5), Trusted Channel (#22) Chapter 4: Strategic Partnering Plan (SPP) → PB3 (Plays B4, C1/D5, C2, C3, B5) — Program objectives, SPP coaching, blind spots → Frameworks: SPP 12-Component (#6) Chapter 5: Non-Binding Term Sheet → PB4 (Plays C4/D6, C5) — Term Sheet builder, deal terms translation → Frameworks: Term Sheet 8-Component (#7), Customized vs. Standardized (#25) Chapter 6: Partner Candidate Identification → PB5 (Plays E1, E2) — 6-channel sourcing, discovery call script → Frameworks: Partner Sourcing 6-Channel (#8), Quality Over Quantity (#23) Chapter 7: Partner Candidate Evaluation → PB6 (Plays E3, E4, E5) — Scoring, shortlisting, red flag evaluation → Frameworks: Discovery Call (#9), Partner Prep Sheet (#10), Scoring Tool (#11) Chapter 8: Partnership Agreement Negotiation & Execution → PB7 (Plays D1, D3, D2, D4, D5) — Matrix, value trading, contract review, objections → Frameworks: Negotiation Matrix (#12), Wish List (#13), Value Trading (#24) Chapter 9: First 90-Days Plan → PB8 (Plays F1/D7, F2, G5) — Launch plan, role-based pairing, service implementation → Frameworks: First 90-Days 6-Component (#14), Role-Based Pairing (#15), 90-Day Cycles (#26) Chapter 10: Partner Business Reviews → PB9 (Plays F3, F4) — PBR agenda/scorecard, health summary → Frameworks: PBR 5-Component (#16), Partnership Scoreboard (#17) Chapter 11: Performance Tracking & Optimization → PB10 (Builder D8, Plays F5, G4, G3) — Dashboard, optimization, reporting, case studies → Frameworks: Lifecycle Performance Tracking (#18), 90-Day Cycles (#26) Chapter 12: Case Studies & Implementation Stories → No dedicated playbook (implementation narratives reinforce all frameworks above) → Referenced in voice profile and system instructions for contextual examples ================================================================================ PROGRAM FIRST, PARTNERS SECOND — GATE LOGIC ================================================================================ Mark Brigman's strongest philosophical principle: "Build your program foundation before recruiting a single partner." WHERE THE GATE SITS: Between Section 1 (Plan Your Program: PB1-PB4) and Section 2 (Recruit & Close: PB5-PB7). WHAT THE GATE CHECKS: ✓ Partnership type chosen and documented (PB1 Play 1) ✓ Readiness confirmed (PB1 Play 2) ✓ ICP built from real customer data (PB1 Play 4 / Builder B1) ✓ Ecosystem mapped with 10+ partner categories (PB2 Play 1 / Builder D2) ✓ IPP Company and Leader profiles defined (PB2 Plays 2-3 / Builders D3-D4) ✓ SPP written, reviewed, and ratified by leadership (PB3 Play 2 / Builder D5) ✓ Term Sheet template created and reviewed (PB4 Play 1 / Builder D6) WHAT HAPPENS IF THE GATE IS NOT PASSED: The system should flag the missing components and direct users back to the appropriate playbook. Users should not be blocked from exploring Section 2 content, but should see clear warnings that their foundation is incomplete. WHY THIS GATE EXISTS: Mark teaches that "70% of partnerships fail" because teams skip straight to recruiting without building their internal program first. This gate makes the principle operational — not just philosophical. SUPPORTING PLAY: Library B, Play 5 (B5): "Explain how Partnernomics thinks about 'program first, partners second,' and evaluate whether we're skipping steps." This play can be run at any time as a self-check. ================================================================================ HANDOFF INSTRUCTIONS ================================================================================ FOR THE PLAYBOOK BUILDER SKILL: Input: Playbook name, QLP step number, section, play list with references Build: Playbook wrapper file with prerequisites, play sequence, gates, milestones Vocabulary: Use conversational headers (What You'll Need, Knowledge Sources, What You'll Provide) Quality: Single job per playbook, logical sequence, at least 1 milestone, all tags comma-separated FOR THE PLAY BUILDER SKILL: Input: Play name, role, steps, knowledge sources, what it creates, who it's for Build: Complete play document with all sections and import header Vocabulary: Use "I'll reference" not "System loads," "You'll choose" not "Agent selects" Quality: 2-5 steps (fixed integer), single role, milestone constraints validated, Save This Step per step FOR THE IMPLEMENTATION TEAM: Delivery Sequence: 1. FIRST: Deliver 9 ella-ment builder plays (establish foundation artifacts) 2. THEN: Launch Playbooks 1-4 (Section 1: planning foundation) 3. GATE: Confirm Section 1 complete before Section 2 4. THEN: Launch Playbooks 5-7 (Section 2: recruitment and deals) 5. THEN: Launch Playbooks 8-9 (Section 3: launch and management) 6. THEN: Launch Playbook 10 (Section 4: tracking and optimization) 7. ON DEMAND: Library G plays available for mature partnerships Partnership Type Customization: The architecture supports all 6 Facilitator types (Referral, Affiliate, Co-Sell, Service/Implementation, Influencer, Marketplace). The user selects their type in PB1 Play 1, and this choice cascades into all downstream playbooks. Future editions may create type-specific playbook variants. ================================================================================ SYSTEM TOTALS & COVERAGE ================================================================================ TOTAL UNIQUE PLAYS: 44 plays - 9 Ella-ment Builder Plays (B1, D1-D8) - 35 Standalone Plays (Libraries A-G: A×5, B×5, C×5, D×5, E×5, F×5, G×5) TOTAL PLAY INSTANCES IN PLAYBOOKS: 36 play references across 10 playbooks PB1 (ICP): 4 plays PB2 (IPP): 5 plays PB3 (SPP): 5 plays PB4 (Term Sheet): 2 plays PB5 (Sourcing): 2 plays PB6 (Evaluation): 3 plays PB7 (Negotiation): 5 plays PB8 (First 90-Days): 3 plays (1 optional for Service type) PB9 (PBR): 2 plays PB10 (Tracking): 4 plays (incl. 1 from Library G) NOTE: Most playbook plays reference standalone library or builder plays. No plays are defined only inside playbooks — every play has a library home. PLAYBOOK STRUCTURE: 10 playbooks in 4 sections Section 1 (Plan Your Program): 4 playbooks — PB1, PB2, PB3, PB4 Section 2 (Recruit & Close): 3 playbooks — PB5, PB6, PB7 Section 3 (Launch & Manage): 2 playbooks — PB8, PB9 Section 4 (Scale & Optimize): 1 playbook — PB10 QLP 1:1 MAPPING: ✓ PB1 = QLP Step 1 (ICP) = Chapter 2 ✓ PB2 = QLP Step 2 (IPP) = Chapter 3 ✓ PB3 = QLP Step 3 (SPP) = Chapter 4 ✓ PB4 = QLP Step 4 (Term Sheet) = Chapter 5 ✓ PB5 = QLP Step 5 (Sourcing) = Chapter 6 ✓ PB6 = QLP Step 6 (Evaluation) = Chapter 7 ✓ PB7 = QLP Step 7 (Negotiation) = Chapter 8 ✓ PB8 = QLP Step 8 (First 90-Days) = Chapter 9 ✓ PB9 = QLP Step 9 (PBR) = Chapter 10 ✓ PB10 = QLP Step 10 (Tracking) = Chapter 11 ARCHITECTURE ALIGNMENT: ✓ All 8 custom ella-ments (D1-D8) have builder plays ✓ B1 (ICP) has a specialized builder play (Partnernomics reverse-engineering method) ✓ All 6 standard ella-ments (A1-A2, B1-B2, C1-C2) have clear population paths ✓ All 26 Partnernomics frameworks are embedded in plays and tagged for search ✓ All 10 QLP steps have dedicated playbooks in exact order ✓ All 16 sub-jobs from the system job definition are covered ✓ All 6 Facilitator partnership types are supported (type selected in PB1 Play 1) ✓ "Program First, Partners Second" gate is operational between Section 1 and Section 2 ✓ Every playbook has at least 1 milestone play ✓ No play has dual roles (all single: Strategy/Selection, Sharpening, or Action) ✓ All step counts are fixed integers (no ranges) ✓ All tags use comma-separated lowercase-hyphenated slugs from taxonomy ✓ All milestone titles validated ≤30 chars/line × 2 lines ✓ All milestone descriptions validated ≤50 chars/line × 3 lines ✓ Save This Step flags specified per step for every play ✓ Vocabulary follows conversational guidelines (no "runner," "execute," "system loads") ✓ Book chapter → playbook concordance included for reader navigation TAGS DEPLOYED: 6 categories with 48 unique tags VOICE CONSISTENCY: All plays use "Methodical Business Architect → C1 → C3 → default" MILESTONE PLAYS: 13 milestone plays across system Builder Play Milestones: B1: ICP Complete D2: Ecosystem Mapped D5: SPP Complete D6: Term Sheet Ready D7: Launch Plan Ready D8: Dashboard Running Standalone / Playbook Milestones: A1/PB1: Readiness Assessed A4/PB1: ICP Complete (same as B1) A5/PB2: Ecosystem Mapped (same as D2) E4/PB6: Shortlist Finalized PB7: Agreement Signed F3/PB9: PBR Rhythm Set G3/PB10: Case Study Ready G5/PB8: Implementation Plan Set (Service partnerships only) ================================================================================ END OF PLAY-PLAYBOOK ARCHITECTURE ================================================================================ Version: 3.0 Date: 2026-02-12 Status: Ready for Checkpoint Review → Then Playbook Builder and Play Builder Skill Builds All plays are designed to be: ✓ Outcome-focused (single job per play) ✓ Step-sequenced (2-5 clear steps each, fixed integer) ✓ Knowledge-sourced (specific ella-ments and frameworks referenced) ✓ Output-driven (clear deliverable types) ✓ Voice-consistent (Brigman-aligned tone and structure) ✓ Tag-enabled (comma-separated taxonomy slugs for search and discovery) ✓ Milestone-gated (validated character constraints) ✓ Save-enabled (per step TRUE/FALSE for artifact preservation) ✓ Role-single (no dual roles) ✓ QLP-aligned (1:1 playbook-to-step match, exact order) ✓ Conversational (no technical jargon in user-facing language) This completes Module 6 (Play/Playbook Architect) of the Partnernomics System Scanner Pipeline. Ready for Keith's checkpoint review before proceeding to Module 7 (System Assembly) and builds.