Why Most Partner Programs Fail, and the $850M Ecosystem Playbook That Works

Bob Jurkowski built the partner ecosystem at Intacct, scaled to hundreds of firms across multiple verticals, before the company was acquired by Sage for approximately $850M. He has helped build 11 B2B companies and consulted on partner strategy for companies as large as SAP. He now advises founders and executives on building predictable, capital-efficient revenue systems. Learn more at revenuegrowthstrategy.com.In this episode of the Revenue Problem Solvers Podcast, Bob breaks down why partner programs universally underperform and lays out the architecture for building one that actually generates revenue.Key takeaways: most programs are opportunistic by design and built to produce occasional deals at best. The embedded model is where real leverage lives. The partner scorecard is how you stop signing the wrong partners. Priming the pump with joint demand generation is what separates programs that launch from ones that die on paper. And crawl, walk, run is the right sequencing for any new partner relationship.If your channel isn't producing or you're building your first program, this one is worth your full attention.This episode is sponsored by Virtual Causeway. Visit virtualcauseway.com and mention the show for a special rate.