His Method
Partner-Craft POV
A structured way of helping business partners actually sell a product, rather than just sitting through a presentation about it and hoping for the best.
The Basic Idea
Most companies train their business partners by telling them what the vendor wants said. Partner-Craft POV does the opposite: it starts by understanding the partner first, and builds everything around their business.
That matters because no two partners are the same. A company selling to banks needs a completely different approach from one working with technology teams. Everything is shaped around the partner's actual customers, not some imaginary average one.
How It Works
Understanding the Partner
Before anything is built, the work starts by learning about the partner. How do they sell? Who are their customers? What does a good result look like for their business? The answers to those questions shape everything that follows.
Building the Approach
With that understanding in hand, all the materials are built to fit the partner's real customer conversations: sessions, worksheets, guides, report templates. If there are gaps in what the vendor provides, those get flagged and fixed.
Getting Better Over Time
The partner goes to market with something they helped build. As they use it, what works and what does not gets fed back in, and the whole approach keeps improving.
Why It's Different
| The Normal Way | Partner-Craft POV |
|---|---|
| Built around what the vendor wants to say | Built around how the partner actually sells |
| One approach fits all partners | Tailored to each partner's specific business |
| The partner adapts to the system | The system adapts to the partner |
| The vendor decides what matters | The partner's customers decide what matters |
| Result: partners who have been trained | Result: partners who can actually close deals |
What You Get
- Step-by-step session guides: written for the partner's own style and their specific customers
- Customer-facing materials: slides and worksheets that fit the partner's existing conversations
- Worksheets: forms that capture something useful at every session, not just talking
- Report templates: pre-built in the partner's own style, not a generic vendor handout
- Technical reference materials: the documents the partner actually needs, built together with the vendor
- Partner branding throughout: everything looks like it came from the partner, not the vendor
What the Vendor Gets Out of It
Partners who actually close deals
Partners who have been given something built around their own business perform far better than ones who just sat through a training day and were sent off with a folder of slides.
Actually knowing what customers think
Each engagement surfaces how customers in that market actually think and talk about the problem. Do that across enough partners and you end up genuinely knowing the market, which no amount of internal reporting can give you.
Finding out what is missing before it costs a deal
Because everything is built around what the partner actually needs, the gaps in what the vendor provides get spotted early: missing technical documents, unclear explanations, materials that do not make sense to the partner's customers.
Partners who feel valued
Partners notice when a vendor actually builds something that fits their business instead of handing them a generic pack. That effort builds real loyalty, the kind that no bonus scheme reliably produces.
How It Is Structured
Engagements are scoped as projects. Scope, deliverables, and fee are agreed before any work begins. In situations where the commercial structure itself needs designing (multiple parties, non-standard funding), that is part of the scoping conversation. Nothing is billed until the picture is clear.
Build it around the partner's business. Then make the vendor prove they deserve to be part of it.
The Documents
All the documents he uses are here.
Eight documents that cover every step of a Partner-Craft POV: the initial discovery questions, the kickoff presentation, the facilitation guide, the client worksheet, the gap tracker, the status tracker, the report template, and the cover sheet system. Each one works on its own or as part of the full set. No signup. No email needed.
Free to download and use. No account needed.
If something has gone wrong and needs sorting out rather than building from scratch, see Field Operations.