What’s the number one thing you look for in a partner when you're recruiting? What are your non-negotiables?

The number one thing I look for when qualifying a new partner is their customers. Who are their customers, how many do they have and do they fit our ICP. After that, we would look at their services offering, their other partners (do they fit with our ecosystem, do they work with competitors), their size to understand capacity and when we speak to them we would want to understand their commitment to this partnership (are they agnostic and we would be one of many and they are only looking at us because a customer was asking or did they make a strategic choice on our product(s) and want to go all in). A non-negotiable is when a partner signs up but does not invest in learning, account mapping etc. and just expects leads. Such a partnership will not work out.