What's your process to make sure you're bringing the right kind of partners to your Partner Program from a marketing point of view?

It starts with the customer. You first need to understand what the demand is for partner offerings and then discover what types of partners fit the bill in order to deliver on this need. Then, you need to understand what, based on the customer demand for partners, is the value for partners to want to work with your organization. In my experience, this is typically a mix of what you can offer them (e.g. distribution, benefits), how it's different than what competitors are offering, and what the customer is looking for (i.e. demand for partner offering.). For example, we have recognized that Ramp enables accounting firms to move away from manual bookkeeping work and focus on higher margin strategic services. This is a core value proposition that we lean into when marketing to prospective accounting firms and it came through this exercise detailed above.