ex-Salesforce · ServiceNow · Lumen Technologies
Your Partner Ecosystem
Should Be a Revenue Engine
I help B2B technology companies build, fix, and scale partner ecosystems that drive measurable revenue growth.
Free 30-minute discovery callNo prep requiredNo obligation
For revenue and partnership leaders at B2B technology companies building partner-led growth.
Experience Built At
Experience Built At
Career Highlights
A Deliberate Choice
Why Fractional, Why Now
Most B2B technology companies need the strategy, program design, and executive presence of a senior partnerships leader — but a $400K+ full-time hire isn't always the right answer. That's the gap I exist to close. I embed 1-2 days a week, bring the same operator experience, and cost a fraction of the full-time alternative.
I'm not a career consultant who has read about partner ecosystems. I've built them, scaled them, and turned them around — with full P&L ownership and board-level accountability. The work I do for clients today is the same work I did as an operator. The only thing that's changed is who signs the contract.
The Problems I'm Called In To Solve
Partner-sourced pipeline stuck under 10%
Programs launched, partners signed — but revenue attribution never materializes.
A strategy deck with no one to execute it
The plan exists. The cadence, deal reg, and enablement infrastructure to run it don't.
Partnerships running parallel to the business
Sales doesn't trust it. Product ignores it. Marketing works around it.
What I Do
From Broken Ecosystem to Revenue Engine
Build the Right Program
Partner tiers, incentive models, and routes-to-market designed for your stage, motion, and market. No generic frameworks — built for how your business actually sells.
Activate the Revenue Motion
Co-sell playbooks, enablement frameworks, and deal registration that partners actually use. The operational infrastructure that turns signed partners into pipeline.
Instrument and Scale
KPI frameworks, performance analytics, and operating cadences that give you board-ready visibility and compound results quarter over quarter.
Partner Ecosystem Strategy Consulting for B2B Tech
Fractional Partnerships Leadership That Actually Ships Revenue
Most B2B SaaS and enterprise technology companies don't need another partner ecosystem strategy deck — they need an operator who has built one. Jonathan Shore is a fractional partnerships leader and partner ecosystem consultant who has carried full P&L ownership of $1.6B ARR ecosystems at Salesforce, ServiceNow, and Lumen Technologies.
The work spans channel partner strategy, ISV and co-sell motion design, alliance program architecture, partner-led go-to-market planning, deal registration, enablement, and the operating cadences that turn signed partners into measurable pipeline. No abstract frameworks — only the program design and execution infrastructure required to move partner-sourced revenue past 10% of bookings.
Engagements run 1–2 days a week as a fractional ecosystem leader, or as scoped projects (assessments, program design, turnaround). The math is simple: senior partner leadership at a fraction of a $400K full-time hire — with operator credibility a typical GTM strategy consultant can't match.