What would you recommend is a good set of asks / what are some must haves - to get from an integration partner before we certify them and market them to our customers?

Before certifying and marketing an integration partner, ensure several key elements are in place. First and foremost, there should be a clear joint value proposition—your products should work together to create incremental value for customers. Without this, the partnership may lack a compelling reason for customers to engage. Next, assess the existing customer base. Do you have a significant number of joint customers or strong prospects? Tools like Crossbeam can help identify overlapping audiences. Clarify responsibilities for building and maintaining the integration. Often, maintenance is overlooked, but ensuring there's a clear commitment from one or both sides will prevent issues down the line. Verify that your partner has the necessary resources for joint sales and marketing, including budget, headcount, and bandwidth to support go-to-market efforts. If customers are already using the integration, check for positive feedback and successful outcomes—this is a good indication that further investment will pay off. The more of these elements you can validate, the lower the risk and the higher the likelihood of success.

- What does the MVP look like of the integration? - What resources are required to build it - What resources are required to maintain it? What about an SLA? - What communication/tech support is needed from both partners? - Product images, recording and support material to share and enable internally? - Breakage protocol? Any data/security minimum requirements needed?

Deep, high quality integration, SLA for supporting the integration, security of the integration, meets a real need of your customers, successfully used by a reasonable number of customers for at least 6 months, and a commitment to updating it in a timely fashion. You could also roll in GTM asks such as referrals or promotion of the integration if you wish.

Hey there! Here are a few things to think through, not an exhaustive list: - How are they supporting the integration? What happens if something breaks or needs to be updated? - What happens if someone needs help with the integration? How can customers reach them and how quickly will they be responded to? - What does the security of the integration look like? How is customer data being stored/managed? - Are they promoting the integration? If so, how? What do their marketing resources look like? - What is the value prop for customers? What are best practices for using the integration? - Do you have screenshots/video walkthrough of the integration? - What are your goals for this integration? Are you looking for a specific number of connections? Are you hoping it will drive sign ups for your product? What does a successful integration look like for you? From there you can figure out whether it's the right fit, and how you can work with them to drive more connections.