Partnership Preflight · SideGuy
🤝 Partnership Deal Preflight
Define mutual value, lock ownership, and prevent stalled follow-up before the first meeting. Most deals die from ambiguity, not misalignment.
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Mutual Value
Both sides need a clear win. Define it before meetings begin — not after three rounds of emails.
- What does the partner gain from this deal?
- What do we gain — revenue, distribution, data, brand?
- Is the value proposition symmetric or asymmetric?
- Has the partner explicitly confirmed the value they see?
- Is there a timeline pressure on either side?
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Deal Ownership
Stalled deals almost always have unclear ownership. Clarify who moves next — internally and at the partner.
- Who is the internal DRI (directly responsible individual)?
- Who is the counterpart at the partner organization?
- What are the next 3 concrete action items with owners?
- Has a follow-up date been agreed on with the partner?
- Who has authority to sign or commit on each side?
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Momentum Risks
Prevent before they happen
The most common momentum killers in partnerships — catch them before the kickoff.
- Is this deal contingent on another deal or approval closing first?
- Are there legal, procurement, or procurement gatekeepers involved?
- Is there a competing priority at the partner side right now?
- Is the champion internally supported or flying solo?
- What happens if the main contact at the partner changes?
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First 30 Days
Partnerships that don't produce a visible win in 30 days tend to fade. Lock the first milestone.
- What is the single deliverable that proves this is working by day 30?
- What integrations, introductions, or materials need to be exchanged?
- Is there a shared Slack / comms channel or weekly check-in?
- Who tracks progress and surfaces blockers?
- What does a successful partnership look like at 90 days?
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