LaunchDarkly Head of Ecosystem Partners, Doug Gould profile picture

Doug Gould

Head of Ecosystem Partners at LaunchDarkly

8 questions answered
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LaunchDarkly Head of Ecosystem Partners, Doug Gould
Partner Program Strategy

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What is your go-to playbook for activating newly recruited partners?
First, the starting point is to share information on how our product is used and what our strategic priorities are to make sure there is alignment while learning the same from the partner. The overlap is the most important part and dictates everything from the design of the technology underlying the partnership, the terms of the partnership, and the timeline. From there, issue instances of your product for the partner to get comfortable with our technology. In some instances at LaunchDarkly, we have had customers look to become a tech partner which helps knowing they are familiar with the product. In parallel, look at the overlapping customer base to see if you can learn about how customers are leveraging the two products together. At this stage there are a few questions worth looking into: is there a large number of overlapping customers? If not, are there significant customers that overlap or customers with sophisticated use of our product? Are customers using your products in ways that have overlapping capabilities or are the two products being used in very separate ways? From there, be responsive to the partner as they look to develop the technology. It's important to have humility and respect for partners - every team is resource-constrained and being responsive and easy to work with is important in moving things along even though deadlines may be missed. Once the partner is ready, have resources to collaborate around what a launch might look like and, depending on where the tech lies in your strategy, see what additional things you can do for more strategically important tech partners. Remember: prioritization of your ecosystem is key and not all partners are equal. From there, it's really up to the customers to decide the fate of the partnership and getting their feedback dictates what the next steps are.
Partner Adoption
Technology partner