New driver. Reset the table.

Same controls: F for fullscreen → advance with → / Space. Watch the Day 1 → Day 2 handoff — that's the seam to rehearse.

Partner reps don't owe you their time. You earn it.

I sit on the partner side. Here's what I see vendors do that loses my rep — and what works instead.

• Generic "let's connect" outreach → ignored
• Decks with no named customer → archived
• Specific commitment ask with named account → meeting accepted

Pre-call. Joint-call. The commitment ask.

• Pre-call: lock the play before touching the customer
• Joint-call: 60-second alignment, who opens, who closes
• Commitment ask: when the partner has been dragging 30+ days

Write three commitments — each side.

One real partner rep, by name. Three things they commit to. Three things you commit to. In writing. Ready to send.

Partner-sourced. Partner-influenced. Vendor-led. Joint expansion.

• Each motion has a different ownership map
• Each requires different deal-reg posture
• Confusing the motions is how channel conflict starts

One account. One motion. Clear handoffs.

Pick the account with the most pipeline potential. Map every handoff between AE and partner from prospect → close.

Five metrics. Every 1:1.

• Partner-sourced opportunities created
• Deal-reg quality score (passes / submitted)
• Active partner reps with weekly contact
• Joint customer meetings scheduled
• Average days from reg → next step

Build your own scorecard row.

Five metrics. Current baseline. 30-day target. Inspectable in next week's 1:1.

You present it. Your manager signs it. In the room.

• Three accounts you'll progress, by name
• Three partner reps you'll engage, by name
• One deal-reg you'll submit this week
• One commitment your manager owes you to unblock