Naomi Dreifuss 🤝's Linkedin Analytics

Most partner programs don’t fail loudly. They fail quietly. No explosions. No red alerts. Just… silence. A top partner goes cold. A big deal stalls. Forecast misses — no one knows why. Not because no one cares. But because no one heard. In most organizations, it’s easy to miss — or worse, easy to cover up. After working with dozens of mature companies, I’ve seen how the cracks get buried under dashboards, disconnected teams, and vague partner updates — until it becomes the industry standard. There are too many signals hidden in too many systems — and most of the company has zero visibility into any of it. We track sales like a stock ticker: Deal stages Win/loss Forecast risk Activity data But partner revenue? Crickets. Silence isn’t neutral. It’s risky. 𝐓𝐡𝐢𝐬 𝐢𝐬 𝐭𝐡𝐞 𝐬𝐭𝐚𝐧𝐝𝐚𝐫𝐝 𝐈’𝐦 𝐜𝐨𝐦𝐦𝐢𝐭𝐭𝐞𝐝 𝐭𝐨 𝐜𝐡𝐚𝐧𝐠𝐢𝐧𝐠 — so partner-led growth becomes a strategic engine GTM leaders can actually see, trust, and scale. Curious — what’s one signal you wish you had earlier from your partner ecosystem? P.S. I’ve added a visual checklist below with questions to ask when your partner program feels too quiet. Feel free to share it with your team.

Stop tracking the surface. Start tracking what moves beneath it. I’ve seen what exceptional partner teams have built— and the real business impact they’re delivering. It’s impressive. But even in those programs, one pattern shows up: The top 2% of partners get the airtime. The long tail gets deprioritized. And that middle layer? The 15–20% who are active, “managed,” and full of potential? Often misunderstood. Rarely optimized. Sometimes even seen as noisy or high-effort. But that friction? It’s usually a signal—of untapped value or misalignment that’s worth fixing. They don’t need check-ins. They need sharper signals and smarter plays—at scale. Especially when new AI products launch… Or when enterprise strategy shifts fast. You need to know which partners are aligned—and which ones are falling behind. If you want partner-led growth to scale with you, you need to change the way you look at the ecosystem. Because partner orgs don’t grow like sales teams. You don’t win by adding logos. You win by keeping activate those partners who can really grow with you.

14 hour flight. 5 kids. A suitcase full of snacks. And real top tier validation—just before we took off. Just hours before taking our first proper family vacation since before Corona, we got a clear green light from one of the most respected mega high-tech companies. After hundreds of companies validated how urgent the problem is—they’re now validating that our solution can actually fix it. It’s still actually sinking in. We’re working closely with their teams to uncover hidden revenue and improve their GTM through actionable insights into their partner performance. We’re lean, focused, and moving fast. Not just building tech—building trust. Not just surfacing data—driving real decisions. This past year has demanded everything. We’ve been working through nights, through a war, and through the growing pains that come with building something that matters. And now—during Passover—we’re spending a few days with other families who’ve chosen to switch off and be present too. In a place where imagination runs wild and anything feels possible. It’s not a pause. It’s perspective. We’re building something designed to last: Disciplined. Data-driven. Rooted in real needs. And gaining real traction. To our partners, customers, and everyone supporting this journey—thank you. You known who you are and we can’t believe what we’re doing together! ….. We’re just getting started. And wherever you are in the world—whether it’s freedom you’re seeking financially, personally, or the freedom to finally chase your dreams or to make a tough decision —I hope you find it and celebrate it. Naomi x

Growth isn’t just about doing more. It’s about clearing space to scale smarter. During a meaningful break offline, I played golf for the first time — despite growing up in a family that loves the game. It’s amazing how a few hours on the course made things clear to me: Focus beats force. Precision beats speed. Seeing the full course matters more than chasing the next shot. The same holds true for scaling partnerships — and revenue. The companies winning today aren’t adding more noise. They’re scaling smarter: Tightening how they measure partner revenue inside the forecast. Embedding partners across GTM motions, not just signing logos. Catching early signals when pipeline or partner engagement slips. Scaling isn’t only about growing bigger. It’s about growing sharper. That’s the mindset shaping the next phase of growth: Clearer priorities. Tighter systems. Faster signals. Curious — what’s one shift you’re making this quarter to scale smarter, not just bigger?

Focus beats force in scaling revenue. And visibility beats guessing. The smartest CROs and COOs I work with aren’t asking if partnerships work. They’re asking where and how much — with precision. Partner-driven revenue doesn’t scale on goodwill - or in a silo. It scales when partner impact shows up directly in the forecast and deal flow for all GTM to see. Today, winning partnership teams aren’t just reporting on: • Partner-sourced pipeline • Partner-influenced deals • Co-sell win rates They’re embedding partner revenue, experience and insights into every forecast review, deal strategy, and territory plan — just like direct sales. Because if leadership and other teams can’t see partner impact, they can’t work with it - let alone prioritize it. And if partnerships aren’t prioritized as part of the company culture, it won’t scale. This is the new standard for GTM teams that have already built strong sales and partnership foundations — and want to scale smarter: Precision revenue management across direct and partner channels — not just after the quarter closes, but in real time. Curious — how visible is your partner impact today within your organization, especially when it comes to deal flow (new logo as well as upsells) and forecasting?