Build the Right Program
Partner tiers, incentive models, and routes-to-market designed for how your business actually sells.
FRACTIONAL PARTNER GTM STRATEGY & OPERATIONS LEADERSHIP
Turn Your Partner Ecosystem Into a Revenue Engine
Scaling partner revenue isn't about doing more — it's about knowing exactly where to invest, and executing with enterprise discipline. I help $10M–$100M ARR B2B SaaS and AI companies do both.
Discuss Your Diagnostic30 minutes · No prep · No obligation
This isn't a pitch. It's 30 minutes on what's happening in your partner motion — and an honest read on whether I can help.
Experience Built At
Enterprise muscle. Right-sized for $10M–$100M ARR companies.
12+ Years
Enterprise Partner-Operator Experience
19% YoY
Growth After Multi-Year Channel Decline
$12M ARR
From a New ISV Motion in Year One
3 Fortune 500
Programs Built, Scaled, Turned Around
Why Shore Strategy
Most Partner Programs Don't Fail From Lack of Effort
Companies between $10M and $100M ARR are under more pressure than ever to scale revenue fast — and partners are how they'll get there. The board wants the number; the direct motion alone won't carry it.
But most partner programs at this stage fail the same way: overextension. Too many partner types at once. Investment spread thin. Incentives pulling in different directions. Nobody willing to say "this motion — not those four."
Scaling partner revenue isn't about doing more. It's about knowing exactly where to invest, saying no to the rest, and executing with enterprise discipline.
That's what I did for 12+ years inside Salesforce, ServiceNow, and Lumen — building, scaling, and turning around partner programs with real P&L accountability. I now bring that operator judgment to $10M–$100M ARR companies, embedded 1–2 days a week.
My Approach
The Work That Turns Partner Programs Around
Activate the Revenue Motion
Co-sell playbooks, shared comp, and deal registration that sales actually trusts.
Instrument the Engine
KPIs, scorecards, and operating cadences that turn partner activity into measurable, board-ready revenue.
The Work, In Practice
Three Programs. Three Turnarounds.
$12M ARR
Built Lumen's ISV motion from zero to $12M ARR in year one, reversing a multi-year channel decline.
Lumen Technologies
$1B+
Drove $1B+ in influenced revenue across ServiceNow's Top 250 accounts at 110% of quota.
ServiceNow
$3B
Scaled Salesforce's services ecosystem to $3B with 40% YoY growth across 50+ GSI/RSI partners.
Salesforce
The Bottom Line
Partnerships is all I do
Not a generalist GTM consultant. Partner strategy and operations is the entire practice.
Operator, not career consultant
12+ years running programs with P&L accountability — not writing decks about them.
Enterprise discipline, $10M–$100M ARR context
The playbooks from Salesforce, ServiceNow, and Lumen — right-sized for your stage.
Direct access, end to end
The person you hire is the person who does the work. No junior team.
Start Here
What Could a Partner Motion Be Worth to You?
Five sliders, no form. See the directional pipeline, revenue, and deal-size impact a well-run partner motion could add over the next 12 months.
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