================================================================================ PARTNERNOMICS EDITION GUIDE The Template for Building Profit-Focused Partnership Systems ================================================================================ Edition Name: Partnernomics Standard Version: 1.0 Date: 2026-02-12 Source: "LAUNCH: The Blueprint for Building a Profit-Focused Partnership Program in 90 Days" by Mark Brigman, Ph.D. This guide defines the edition defaults, knowledge architecture, audience targeting, channel patterns, and quality standards for all systems built in the Partnernomics domain. ================================================================================ SECTION 1: EDITION OVERVIEW ================================================================================ EDITION NAME: Partnernomics Standard PRIMARY USER: Chief Revenue Officer, VP of Partnerships, or VP of Sales at B2B SaaS and enterprise technology companies, Series A–C stage, $5M–$100M ARR PRIMARY USE CASE: Operationalize the 10-step Quick Launch Program to launch a profit-focused partnership program within 90 days and scale from 2–4 partners to 8–10 partners by month 12 WHAT MAKES THIS DIFFERENT: 1. PROFIT-FOCUSED Every framework, metric, and decision gate anchors to revenue impact, CAC reduction, and close-rate improvement—not feel-good partnerships or vanity metrics 2. ICP-ANCHORED Partner selection, sourcing, evaluation, and engagement strategies all flow from deep reverse-engineered Ideal Customer Profile built from top 20–30 profitable customers 3. PARTNER-TYPE-SPECIFIC Recognizes that Influencer, Referral, Affiliate, Co-Sell, Service/Implementation, and Marketplace partnerships require different recruitment, incentive, launch, and management strategies; avoids one-size-fits-all approach 4. SYSTEMATIC & REPEATABLE Provides templated playbooks for each of the 10 QLP steps so the person running this program can execute with confidence and scale partnerships without reworking frameworks each time 5. RESULTS-DRIVEN Success is defined as specific, measurable milestones: 2–4 signed partners by month 3, 10–15% of pipeline from partners by month 6, 25%+ revenue from partners by month 12 ================================================================================ SECTION 2: STANDARD ELLA-MENTS (SECTIONS A, B, C) ================================================================================ A-TIER ELLA-MENTS (Company Context) A1: COMPANY POSITIONING Tier: Required Edition-Specific Use: Foundation for all partnership messaging and partner selection criteria; foundation for Strategic Partnering Plan Population Path: Filled during onboarding (user upload) or built by VP Partnerships in 30-minute reflection with CEO/COO Tier Justification: System cannot function without clarity on company positioning A2: PARTNERSHIP PROGRAM VISION & GOALS Tier: Required Edition-Specific Use: 3 primary S.M.A.R.T. strategic objectives that cascade into SPP, First 90-Days Plans, and performance dashboards Population Path: Built through PB3 (Strategic Partnering Plan play); extracted and elevated as program north star Tier Justification: All downstream planning flows from these 3 goals; without clarity, program drifts and lacks accountability B-TIER ELLA-MENTS (Customer Context) B1: IDEAL CUSTOMER PROFILE (ICP) Tier: Required Edition-Specific Use: Comprehensive multi-attribute definition (firmographic, demographic, psychographic) of customers who generate highest profits with lowest acquisition costs, reverse-engineered from top 20–30 existing customers. FOUNDATION for all downstream partnership decisions. Population Path: Built through PB1 (Build Your Ideal Customer Profile play); uses 4-step reverse-engineering methodology from Chapter 2 Tier Justification: Without clear ICP, partner sourcing becomes guesswork; directly informs IPP, partner sourcing, partner scoring, term sheet qualification, First 90-Days Plan messaging B2: CUSTOMER BUYING JOURNEY & INFLUENCE MAP Tier: Strongly Preferred Edition-Specific Use: Documents journey from problem recognition through purchase decision, identifying stakeholders who influence each stage and information sources they trust. Used in designing partner enablement and go-to-market strategies. Population Path: Built through PB2 (Map Your Partner Ecosystem play) as implicit output; created from customer interviews and sales team insight Tier Justification: Dramatically improves partner selection and engagement strategy; enables recruitment of partners who can influence each stage C-TIER ELLA-MENTS (Brand Context) C1: BRAND VOICE & PARTNERSHIP VALUE PROPOSITION Tier: Strongly Preferred Edition-Specific Use: Documents how company communicates partnership value to prospective partners (why join this program?). Used in recruitment communications, Term Sheet messaging, pitch decks, and partner enablement materials. Population Path: Filled during onboarding OR built through PB4 (Create Your Non-Binding Term Sheet play) as part of Company Section Tier Justification: Directly impacts partner recruitment success and relationship quality; enables consistent messaging across all partner communications C2: BRAND POSITIONING IN PARTNER ECOSYSTEM Tier: Optional Edition-Specific Use: Defines how company wants to be positioned relative to partners (trusted technology provider vs. co-selling peer vs. platform vendor) Population Path: Filled during onboarding if desired OR built from SPP Approach section and partnership type selection Tier Justification: Refines engagement model; not essential to system function but dramatically improves alignment and reduces partner mismatches ================================================================================ SECTION 3: EDITION-SPECIFIC ELLA-MENTS (D1–D8) ================================================================================ All D-tier ella-ments are domain-specific to Partnernomics and built through dedicated builder plays. Each connects to the 10-step Quick Launch Program. D1: PARTNERSHIP CONTEXT Tier: Required QLP Connection: Context and business case (BEFORE Step 1); informs entire QLP Builder Play: "Articulate Your Partnership Context & Business Case" What's Inside: Executive Summary, Problem Statement, Purpose Statement, Partnership Vision, Market Context Population Path: Built before ICP definition; created through facilitated session; reviewed quarterly D2: PARTNER ECOSYSTEM ANALYSIS Tier: Required QLP Connection: Step 2 (Ideal Partner Profile development) Builder Play: "Map Your Partner Ecosystem Analysis (Before/During/After)" What's Inside: BEFORE Stage (pre-solution), DURING Stage (implementation), AFTER Stage (post-solution), Ecosystem Map Summary Table, Key Insights Population Path: Built after ICP definition; created from 5–10 customer interviews; updated annually D3: IDEAL PARTNER PROFILE – COMPANY PROFILE Tier: Required QLP Connection: Step 2 (Ideal Partner Profile development) Builder Play: "Define Your Ideal Partner Profile – Company Profile" What's Inside: Section A (Target Company Types with priority weights), Section B (Firmographic Criteria), Section C (Company Culture/Strategic Fit), Section D (Validation with 3–5 example companies) Population Path: Built after ecosystem analysis; used as filter during sourcing D4: IDEAL PARTNER PROFILE – PARTNER LEADER PERSONA Tier: Required QLP Connection: Step 2 (Ideal Partner Profile development) Builder Play: "Define Your Ideal Partner Profile – Partner Leader Persona" What's Inside: Demographic Attributes (job title, reporting, experience), Psychographic Attributes (collaboration, strategic thinking, relationship focus), Red Flags, Green Flags, Validation Population Path: Built simultaneously with D3; updated when targeting new partner types D5: STRATEGIC PARTNERING PLAN (SPP) Tier: Required QLP Connection: Step 3 (Strategic Partnering Plan development) Builder Play: "Build Your Strategic Partnering Plan (12 Components)" What's Inside: 12 components—Executive Summary, Problem Statement, Purpose, Approach, SWOT (4), Assumptions, Risks, Requirements, Goals Population Path: Built after D2–D4; created through 4–6 hour leadership facilitation; lives as living document reviewed quarterly D6: NON-BINDING TERM SHEET TEMPLATE Tier: Required QLP Connection: Step 4 (Non-Binding Term Sheet development) Builder Play: "Create Your Non-Binding Term Sheet (8 Components)" What's Inside: 8 components—Company Section, Opportunity, Qualifications, Relationship Goals, Team Structure, Communication Expectations, Deal Terms, For Consideration Population Path: Built after SPP and brand voice definition; customized per partner D7: FIRST 90-DAYS PLAN TEMPLATE Tier: Required QLP Connection: Step 8 (First 90-Days Plan launch) Builder Play: "Design Your First 90-Days Plan (6 Components)" What's Inside: 6 components—Contacts & Governance, Goals & Milestones, Metrics & Dashboards, Communications Cadence, Onboarding & Administration, For Consideration Population Path: Built immediately after partnership agreement signed; customized for each partner; shared 5+ days before kickoff D8: PARTNER PROGRAM TRACKING & OPTIMIZATION FRAMEWORK Tier: Required QLP Connection: Step 10 (Performance Tracking & Optimization) Builder Play: "Design Your Partner Program Dashboard (3 Areas)" What's Inside: 3 Areas—Recruiting Metrics (leading/lagging indicators), Engagement Metrics (leading/lagging), Revenue Metrics (leading/lagging), Program-Level Dashboard, Optimization Trigger Framework Population Path: Built during planning phase; operational from Month 1; reviewed monthly, quarterly by leadership ================================================================================ SECTION 4: DEFAULT AUDIENCE ARCHETYPES ================================================================================ 8 core audience archetypes, each with distinct voice shifts and success criteria: CRO / EXECUTIVE SPONSOR Profile: Board accountability for revenue targets; skeptical but open to evidence Voice Shift: Mark Brigman (analytical, data-driven); emphasizes business metrics Success Criteria: Can articulate partnership strategy to board; sees path to 25%+ revenue Key Plays: PB1 (ICP), PB3 (SPP), PB10 (Performance) VP PARTNERSHIPS / DIRECTOR OF PARTNERSHIPS Profile: Executive sponsor for program; owns P&L; needs systematic approach Voice Shift: Mark Brigman; emphasizes operational excellence Success Criteria: Has complete SPP; can recruit/evaluate/close; demonstrates ROI Key Plays: All 10 playbooks; operates edition end-to-end PARTNERSHIP MANAGER Profile: Day-to-day partner relationships; onboarding, communication, PBRs Voice Shift: Methodical, task-oriented; checklists and templates Success Criteria: Completes First 90-Days Plans; runs monthly PBRs; keeps partners engaged Key Plays: PB7 (Negotiation), PB8 (First 90-Days), PB9 (PBRs) DEAL NEGOTIATOR / BUSINESS ANALYST Profile: Handles negotiations and contract terms; focuses on value-trading Voice Shift: Data-driven, value-focused; clear boundaries (needs/wants/limits) Success Criteria: Closes agreements in 3–4 weeks; both parties feel agreement is fair Key Plays: PB4 (Term Sheet), PB7 (Negotiation) PROGRAM ANALYST / PARTNERSHIP OPERATIONS Profile: Builds and maintains partner dashboard; manages data collection Voice Shift: Procedural, systems-oriented; data accuracy and consistency Success Criteria: Dashboard populated monthly; leadership gets visibility; identifies red metrics Key Plays: PB10 (Performance Tracking) IMPLEMENTATION LEAD / SERVICE DELIVERY MANAGER Profile: For Service Partnerships: owns customer handoff, co-delivery, success metrics Voice Shift: Practical, relationship-focused; clear responsibilities and protocols Success Criteria: Consistent customer quality; smooth handoffs; issues resolved quickly Key Plays: PB8 (First 90-Days – Service version), PB9 (PBRs) PARTNER MARKETER / SALES ENABLEMENT Profile: Creates partner enablement materials, co-marketing campaigns, pitch decks Voice Shift: Promotional, clear; partner value proposition and messaging consistency Success Criteria: Partners have all materials; messaging consistent; materials used Key Plays: PB4 (Term Sheet), PB5 (Sourcing) SALES LEADER / ACCOUNT EXECUTIVE (Supporting Role) Profile: Manages partner-sourced deals; qualifies and handoffs leads Voice Shift: Results-focused, collaborative; emphasizes win conditions Success Criteria: Quickly qualifies leads; follows handoff protocol; closes deals Key Plays: PB6 (Evaluation), PB9 (PBRs) ================================================================================ SECTION 5: DEFAULT CHANNEL SET ================================================================================ 5 primary channels with distinct voice shifts, characteristics, and audience: CHANNEL 1: INTERNAL STRATEGY DOCUMENTS Primary Users: CRO, VP Partnerships, CFO, Board Examples: Strategic Partnering Plan, Partnership Context, Quarterly Performance Reports Voice: Authoritative, data-driven, Mark Brigman; formal business writing Format: 7–15 page documents; professional template; branded Quality: Business case clear, metrics specific, resources realistic, risks credible CHANNEL 2: PARTNER-FACING PROPOSALS Primary Users: Partner decision-makers (VP Partnerships, CEO, VP Sales) Examples: Non-Binding Term Sheet, First 90-Days Plan, Partnership Agreement Voice: Professional, collaborative, partnership-focused; slightly softer than Brigman Format: Professional, white-labeled, clean design; Term Sheet 1–2 pages Quality: Value proposition compelling, qualifications clear, deal terms explicit, tone collaborative CHANNEL 3: EXECUTIVE PRESENTATIONS Primary Users: CEO, Board, Investor, CFO (quarterly and annual reviews) Examples: Quarterly Performance Review Slides, Program Status Deck, Investment Pitch Voice: Confident, results-focused, Mark Brigman; rapid-fire assertions with data Format: 10–20 slides; visuals over text; traffic light status indicators Quality: Headlines are insights, visuals support narrative, results transparent, recommendations actionable CHANNEL 4: INTERNAL TRAINING MATERIALS Primary Users: Partnership team, sales team (supporting), customer success (supporting) Examples: Partner Enablement Playbook, Sales Team Training, PBR Facilitation Guide Voice: Conversational, encouraging; "here's how we do it" tone Format: Playbooks, checklists, scripts, 1-pagers Quality: Instructions specific, examples from real partnerships, guardrails clear, success defined CHANNEL 5: DASHBOARDS & TRACKING SYSTEMS Primary Users: Partnership manager, partnership analyst, VP Partnerships Examples: Partner Program Dashboard, Recruitment Funnel, Revenue Performance Tracker Voice: Neutral/data-focused; visual language is primary Format: Google Sheets, Salesforce, Tableau, or custom portal Quality: Readable in 5 minutes, status clear at a glance, metrics ladder to goals, data current ================================================================================ SECTION 6: COMMON PLAYBOOK PATTERNS ================================================================================ 4 pattern types repeat across the system: PATTERN 1: FOUNDATION STRATEGY PLAYBOOKS (PB1–4) What They Do: Build entire program foundation before talking to partner Playbooks: PB1 (ICP), PB2 (IPP), PB3 (SPP), PB4 (Term Sheet) Duration: 2–6 weeks Focus: Depth, alignment, clarity (not speed) Success: Leadership team aligned on strategy before recruiting Who Runs It: VP Partnerships or CRO Milestone: "Program Strategy Complete" PATTERN 2: RECRUITMENT & DEAL PLAYBOOKS (PB5–7) What They Do: Find, evaluate, and sign first 2–4 partners Playbooks: PB5 (Sourcing), PB6 (Evaluation), PB7 (Negotiation) Duration: 3–6 weeks Focus: Efficiency and objectivity (Partner Scoring Tool removes bias) Success: 2–4 signed agreements in under 6 weeks Who Runs It: Partnership Manager with VP Partnerships oversight Milestone: "First Partners Signed" PATTERN 3: LAUNCH & ACTIVATION PLAYBOOKS (PB8–9) What They Do: Activate partnerships with clear plans and accountability Playbooks: PB8 (First 90-Days Plan), PB9 (Partner Business Reviews) Duration: Ongoing (90-day cycles) Focus: Execution and accountability (less strategy, more execution) Success: Partners generate qualified leads/revenue from Month 1 Who Runs It: Partnership Manager with VP Partnerships oversight Milestone: "First 90-Days Complete" (monthly, then quarterly) PATTERN 4: PERFORMANCE & SCALING PLAYBOOKS (PB10) What They Do: Measure what matters, identify what's working, scale to 8–10 Playbooks: PB10 (Performance Tracking & Optimization) Duration: Ongoing Focus: Data-driven decisions (not gut feel) Success: Program is predictable and scalable Who Runs It: Partnership Analyst with VP Partnerships oversight Milestone: "Program Dashboard Live" then "Q[N] Review" (quarterly) ================================================================================ SECTION 7: KNOWLEDGE SOURCE DEFAULTS ================================================================================ What ella-ments always load for any play, what loads conditionally, and handling of thin-context scenarios: ALWAYS LOAD (Foundation Layer) ────────────────────────────── A1 (Company Positioning) — Reference for value prop, deal terms, brand voice; Required B1 (Ideal Customer Profile) — Filter for sourcing; confirm quality; Required D1 (Partnership Context) — Business case for SPP, term sheet, reviews; Required LOAD CONDITIONALLY (Context Layer) ─────────────────────────────────── For Sourcing & Evaluation (PB5, PB6): Load D2, D3, D4 (Ecosystem, Company, Leader) For Negotiation (PB7): Load D6 (Term Sheet), D5 (SPP Approach), Matrices For Launch (PB8): Load A2 (Goals), D7 (First 90-Days), D8 (Metrics) For Performance (PB10): Load A2 (Goals), D8 (Framework), all First 90-Days Plans THIN-CONTEXT HANDLING ───────────────────── When person running program has limited context (new VP Partnerships, limited data): 1. START WITH WHAT'S AVAILABLE: Prompt "Let's fill in [missing] now (15–30 min)" 2. USE TEMPLATES & SCAFFOLDING: Provide templates with guiding questions 3. FLAG FOR REFINEMENT: Note which inputs are "best-guess" vs. "verified" 4. PROCEED WITH CAUTION: Some decisions require clear ICP/IPP; state "we recommend" Quality Standard: Every play states REQUIRED vs. NICE-TO-HAVE knowledge sources; if required source missing, play halts explicitly and explains why ================================================================================ SECTION 8: AUDIENCE-AWARENESS PRINCIPLE ================================================================================ 4-point audience-awareness principle ensures right message reaches right person at right time through right channel: 1. THE RIGHT THING (Content: What Should We Say?) Principle: Center all content on partner value and mutual benefit In Partnernomics: Partner Value First, Mutual Benefit Framing, Evidence-Based, Actionable 2. THE RIGHT WAY (Voice: How Should We Say It?) Principle: Voice cascades from Mark Brigman through domain-specific voices to default Level 1: Mark Brigman (strategic docs, executive presentations) Level 2: Brand Voice (partner-facing communications, recruitment) Level 3: Expert Practitioner (operational playbooks, training) Level 4: Default Conversational (help text, tooltips, quick guides) 3. THE RIGHT TIME (Delivery: When Does This Apply?) Principle: Content is stage-specific within 10-step QLP BEFORE Step 1: Business case, why partnerships now? Steps 1–4: Heavy CEO/CFO involvement; focus on alignment Steps 5–7: Partnership Manager leads; focus on sourcing and speed Steps 8–9: Partnership Manager owns execution; focus on momentum Step 10: VP Partnerships owns optimization; focus on data-driven decisions 4. THE RIGHT PERSON (Audience: Who Needs This?) Principle: Audience is explicit; plays are role-specific Every play identifies: Primary Audience, Secondary Audiences, NOT Designed For, Audience Adaptation ================================================================================ SECTION 9: CONTEXT-ENCODING DEFAULTS ================================================================================ Every Partnernomics play encodes context in 4 dimensions: 1. VOICE ENCODING Default: Strategic plays use Mark Brigman; Tactical use Expert Practitioner; Help text uses Default Conversational Encoding Rule: Every play states voice at top 2. AUDIENCE ENCODING Default: All plays identify Primary Audience (who owns), Secondary Audiences (who else), NOT Designed For, Audience Adaptation Encoding Rule: Every play has "Who This Is For" section 3. DISTINCTIVENESS ENCODING Default: Every play reflects Partnernomics philosophy (ICP-anchored, profit-focused, partner-type-specific, systematic) Encoding Rule: Each play includes 1–2 sentences explaining Partnernomics principles 4. CHANNEL ENCODING Default: Strategic Planning = Internal strategy docs; Recruitment = Internal playbooks; Execution = Operating procedures; Performance = Dashboards Encoding Rule: Each play states Primary Channel at top ================================================================================ SECTION 10: PLAY BUILDER ADAPTATIONS ================================================================================ 9 builder plays (B1 + D1–D8) adapt for common variations: INTERVIEW ADAPTATIONS ICP Builder: Standard = interview sales team; Adaptation = "best guess" if data limited, then validate after first customers onboard Ecosystem Builder: Standard = 5–10 interviews; Adaptation = 3 interviews + sales brainstorm if time-limited SPP Builder: Standard = 4–6 hour session; Adaptation = 3 x 2-hour sessions for distributed teams RESEARCH ADAPTATIONS (Partnership Market Context) B2B SaaS: Focus on API players, data platforms, adjacent SaaS vendors Enterprise Tech: Focus on systems integrators, consulting partners, managed services Vertical SaaS: Focus on complementary solutions and thought leaders in vertical VOICE CASCADE OVERRIDE Rule: Mark Brigman voice ALWAYS applies when establishing credibility on partnership strategy or justifying change management Situations: Executive briefing to skeptical board, sales team resistance, partner objection to terms, quarterly performance review explaining red metrics GUARDRAIL TEMPLATES (Partnership-Specific Risks) Risk 1: Misaligned Partner Types → Prevention: D3 & D4 define expectations Risk 2: Channel Conflict → Prevention: SPP (threats) and D1 confirm complementarity Risk 3: Inadequate Enablement → Prevention: First 90-Days includes training plan Risk 4: Vague Goals / No Accountability → Prevention: First 90-Days defines S.M.A.R.T. goals Risk 5: Poor Partner Fit → Prevention: Partner Scoring Tool + Discovery Calls validate QUALITY CHECK ADDITIONS (Partnership-Specific Standards) ICP: Reverse-engineered from top 20–30 (not aspirational), weights data-informed, includes psychographic, sales team validates Ecosystem: 10+ types identified, 100% complementary, 2–3 examples per type validated SPP: Problem quantified, 3 goals S.M.A.R.T., leadership alignment genuine, risks credible, living document reviewed quarterly Term Sheet: Deal terms vary by type (not generic), qualifications clear on required vs. preferred, compensation competitive, tone collaborative, 1–2 pages First 90-Days: Goals adapted to THIS partner, milestones specific/monthly, metrics include leading+lagging, plan achievable, Week 1 has kickoff Dashboard: Shows all 3 areas (Recruiting, Engagement, Revenue), metrics ladder to goals, red/yellow/green status clear, updated monthly, commentary explains red ================================================================================ SECTION 11: TAGS TAXONOMY (6 Categories, 48 Slugs) ================================================================================ SITUATION (8 Tags): program-launch, partner-recruitment, deal-negotiation, partnership-activation, ongoing-management, performance-review, joint-selling, implementor-engagement AUDIENCE (8 Tags): cro-executive, vp-partnerships, partnership-manager, deal-negotiator, program-analyst, implementation-lead, partner-marketer, sales-leader OUTPUT TYPE (10 Tags): strategy-briefs, scorecards, templates, plans-calendars, dashboards, checklists, presentations, reports, scripts, one-pagers GOAL (8 Tags): build-program, recruit-partners, close-deals, launch-partnerships, track-performance, scale-program, align-internally, choose-type EFFORT (3 Tags): quick-win, deep-work, ongoing-series ROLE (6 Tags): partnership-leader, partnership-manager, implementation-lead, sales-team-member, marketing-collaborator, executive-sponsor ================================================================================ SECTION 12: SECTION ASSIGNMENTS (4 SECTIONS) ================================================================================ SECTION 1: PLAN YOUR PROGRAM Playbooks: PB1 (ICP), PB2 (IPP), PB3 (SPP), PB4 (Term Sheet) QLP Steps: 1–4 | Chapters: 2, 3, 4, 5 Duration: 2–6 weeks GATE: "Program First, Partners Second" (complete Section 1 before Section 2) Milestone: "Program Strategy Complete" SECTION 2: RECRUIT & CLOSE Playbooks: PB5 (Sourcing), PB6 (Evaluation), PB7 (Negotiation) QLP Steps: 5–7 | Chapters: 6, 7, 8 Duration: 3–6 weeks Key Factors: Quality over Quantity, Objective Evaluation, Fast Cycles Milestone: "First Partners Signed" SECTION 3: LAUNCH & MANAGE Playbooks: PB8 (First 90-Days), PB9 (Partner Business Reviews) QLP Steps: 8–9 | Chapters: 9, 10 Duration: Ongoing (90-day cycles) Key Factors: Week 1 Momentum, Clear Goals, Regular Cadence, Status Visibility Milestone: "First 90-Days Complete"; Repeat: "Q[N] Complete" (quarterly) SECTION 4: SCALE & OPTIMIZE Playbooks: PB10 (Performance Tracking & Optimization) QLP Steps: 10 | Chapters: 11 Duration: Ongoing Key Factors: Leading & Lagging Indicators, Monthly Review, Quarterly Strategy, Red/Yellow/Green Triggers Milestone: "Program Dashboard Live"; Repeat: "Q[N] Review" (quarterly) ================================================================================ SECTION 13: EDITION TIERS ================================================================================ Partnernomics Edition has ONE tier: STANDARD TIER: STANDARD Includes: All 10 playbooks (PB1–10), All 14 ella-ments (A1–2, B1–2, C1–2, D1–8), All 26 frameworks, 4 sections with gates and milestones Primary User: VP Partnerships or CRO launching program first time Use Case: "Build partnership program from scratch in 90 days" Duration: 12–16 weeks (4–6 weeks Section 1, 3–6 weeks Section 2, ongoing Sections 3–4) Customization: Partnership Type, Company Stage, Company Size, Sales Model ================================================================================ SECTION 14: IMPORT HEADER DEFAULTS ================================================================================ Every play includes standard header encoding key metadata: [PLAY TYPE]: [PLAY NAME] ───────────────────────────────── Edition: Partnernomics Standard Author: Mark Brigman Philosophy; [Play Creator] Version: 1.0 Last Updated: YYYY-MM-DD SINGLE JOB: [One sentence: what this play accomplishes] Ella-Ment(s): [IDs, e.g., D5, B1] QLP Step(s): [Step X] or [Steps X–Y] Book Chapter(s): [Chapter X] Duration: [Quick-win / Deep-work / Ongoing-series] Audience: [Primary], [Secondary], [Secondary] Tags: [6 tags: situation, audience, output, goal, effort, role] Voice: [Mark Brigman / Expert Practitioner / Default] Channel: [Internal Strategy / Partner-Facing / Training / Dashboard] Distinctiveness: [ICP-Anchored, Profit-Focused, Systematic, Partner-Type-Specific] ================================================================================ SECTION 15: MILESTONE DEFAULTS ================================================================================ 4 major milestones mark progression through 10-step QLP: MILESTONE 1: PROGRAM STRATEGY COMPLETE When: After PB4 (Term Sheet created) What: All Section 1 playbooks complete Celebration: Executive briefing to board/CEO Require Acknowledgement: YES (checkpoint before recruiting) MILESTONE 2: FIRST PARTNERS SIGNED When: After PB7 (Agreements signed) What: 2–4 partnerships signed and ready to launch Celebration: Team celebration of signature(s) Require Acknowledgement: YES (checkpoint before launching) MILESTONE 3: FIRST 90-DAYS COMPLETE When: End of Month 3 (13 weeks after kickoff) What: First 90-day cycles complete; quarterly performance review conducted Celebration: Review wins (leads, deals progressed, engagement) Require Acknowledgement: YES (decision point for continuing) MILESTONE 4: YEAR 1 PROGRAM REVIEW When: Month 12 (annually) What: Year 1 complete; program has generated measurable revenue Celebration: Executive review with board/CEO showing ROI Require Acknowledgement: YES (Year 2 investment decision) ================================================================================ SECTION 16: SAVE OUTPUT DEFAULTS ================================================================================ Every play produces deliverables saved to knowledge base for reuse. STORAGE STRUCTURE: /Partnernomics-Program-[Company-Name]/ /Section-1-Plan-Your-Program/ /01-ICP-Definition/ [files] /02-Ecosystem-Analysis/ [files] /03-Ideal-Partner-Profile/ [files] /04-Strategic-Partnering-Plan/ [files] /05-Non-Binding-Term-Sheet/ [files] /Section-2-Recruit-Close/ /06-Partner-Sourcing/ [files] /07-Partner-Evaluation/ [files] /08-Partnership-Negotiation/ [files] /Section-3-Launch-Manage/ /09-First-90-Days-Plans/ [files] /10-Partner-Business-Reviews/ [files] /Section-4-Scale-Optimize/ /11-Performance-Tracking/ [files] NAMING CONVENTION: [Play-Type]—[Play-Name]—[Version]—[Date].ext VERSION CONTROL: Major (v2.0): Significant change to logic, approach, or content Minor (v1.1): Small improvements, clarifications, new examples Review Schedule: Quarterly (still relevant?), Annual (comprehensive update) ================================================================================ END OF EDITION GUIDE ================================================================================ Version: 1.0 Edition: Partnernomics Standard Date: 2026-02-12 This guide establishes the template for all systems built in the partnership domain. Every play, playbook, ella-ment, and artifact follows this guide to ensure consistency, quality, and user success. Ready for implementation and play creation.