Partner-Led
Growth Bootcamp
Compress 10 years of on-the-job learning into weeks with on-demand training and coaching. Shortcut the learning curve and build a successful partner program faster
Partnerships isn't rocket science - it's harder
The challenge is: You didn’t learn this stuff in school. Unlike traditional roles, like Accounting or Finance - it’s not a single discipline that you can learn in a textbook.
There’s a complex web of skills that you need to weave together in order to be successful in this job.
- Your point of contact stopped responding to your emails.
- The VP of Product won't prioritize your integration on the roadmap.
- The deal you closed last quarter isn't generating the traction you expected.
- And your CEO just sent another email asking for a progress report from the Partnerships team.
Now what do you do?
Join the Partner-Led Growth Bootcamp
Get the frameworks, tactics, templates, and 1:1 coaching from world-class partner leaders who’ve built the biggest partner ecosystem.
Our program is designed to give you the convenience of a flexible, on-demand online course with the effectiveness of one-on-one coaching.
Enroll now to get instant access to:
Partner Manager Playbook Course
Go deep on 50+ topics that cover every aspect of the partnering process, from getting internal buy-in to scaling partner ecosystems.
One-on-One Coaching
Get paired with an experienced Partnerships Coach who will help you to diagnose & troubleshoot issues that are holding back your partner program’s success.
Includes 2 months of all-access coaching with live 1:1 coaching sessions and unlimited messaging for ongoing support
Tools & Templates
Move faster on every partnership by leveraging templates, swipe files, and tools designed & used by seasoned partnerships professionals.
Work through actionable templates to immediately apply what you learn
Interactive Case Studies
Role-play in real-world partnership scenarios that reinforce your skills. Step into the shoes of partnership experts who’ll recount tales of their biggest partnership challenges.
Work through the nuances of navigating complex scenarios first-hand and sharpen your decision-making skills by asking yourself, “How would I handle that?”
Recognition and Credibility
After completing the program, you'll earn a certificate & badge that shows off your newfound knowledge & skills to the world.
Boost your confidence and your career
You’ll learn directly from experienced mentors who’ve done deals for the top companies in the world
Your Head Coach
The program was designed by and is led by Firneo CEO Scott Pollack, a 20-year partnerships veteran from American Express, WeWork, and Dow Chemical, and best-selling author of What, Exactly, Is Business Development?: A Primer on How Deals Get Done
Learn from experts who built partner programs at companies like:
Course Curriculum
What you'll learn
During the program, you’ll learn the blueprint for building a high-performance partnerships engine.
Get internal alignment & resources, get in the door with the right partners, and launch, enable, & scale your partner program to deliver profitable growth and a 10X ROI.
Understanding Value
UNIT One
In Unit 1, we’ll explore what "partnerships" really means to you -- and to everyone else at your company. You’ll build a strong foundation for the rest of the program, meet your fellow students, and start applying what you learn to your own company.
- The Opportunity for Partnerships
- The Many Faces of Value
- Determining what is Long-Term
- Exploring Sources of Value
- Understanding stakeholders within your own organization and what they care about
Getting Buy-In
UNIT Two
In Unit 2, we’ll start the process of identifying and prioritizing partnership opportunities that not only get results, but get buy-in.
- Identifying what matters to your company
- The #1 Killer of Deals (and Careers)
- How partnerships looks across different companies and organizations
- The Value Alignment Framework
- How Companies Think
- Net Perceived Value
- The Having Value Phase
- Identifying Opportunities
- Reactive vs. Proactive Opportunities
- Reporting Lines and the impact on opportunities
Building Business Cases
UNIT Three
In Unit 3, you’ll start building a business case to size opportunities, align with stakeholders, and get resources
- Assessing Opportunities
- Finding Best-Fit Opportunities
- Building a Business Case
- Identifying your organization’s power centers
- Stakeholder management
- Sizing Opportunities
- Financial modeling for partnerships
- Assessing Resource Constraints
- Securing Resources and Internal Alignment
Prioritizing Pipelines
UNIT Four
In Unit 4, we’ll explore how partnerships compare to other go-to-market strategies so that you can do deals with the full support of internal stakeholders.
- Go-to-market Strategy
- Evaluating Build vs. Buy vs. Partner
- The Pros and Cons of Partnership
- Types of Partnerships
- Storytelling & Business Cases
- Driving Internal Decisions
- KPIs and setting expectations
- Leading without positional authority
- Short-term wins vs Long-term wins
Getting In the Door
UNIT Five
In Unt 5, you’ll start identifying prospective partners and building a killer deal pipeline. You’ll learn how to craft a winning pitch that can help open doors and set you up to quickly win deals.
- The Communicating Value Phase
- Recognizing Vanity Partnerships
- What Prospective Partners Are Thinking About You
- Defining your ideal partner profile
- Crafting a Value Hypothesis
- Identifying Prospective Partners
- Validating Partner Interest
- Building and Prioritizing a Partner Pipeline
Negotiations & Deal Structuring
UNIT SIX
In Unit 6, you’ll “get in the door” with prospective partners, and learn how to leverage different types of champions within their companies to drive deals to close.
- Prospecting Ideal Contacts
- Deciphering Org Structures
- How Org Structures Impact Perceived Value
- Understanding Organizations from the Outside
- Deciding on Seniority Levels for Ideal Contacts
- Nurturing Champions
- The Psychology of Motivating Champions
- The 5 Types of Champions
- Tactics for Getting in the Door
- Finding Connectors
- When to Use Warm vs. Cold Intros
- Leveraging Navigators
- Writing Effective Intro Emails
Partner Enablement
UNIT Seven
In Unit 7, you’ll learn how to structure and negotiate partnerships. You’ll learn how to overcome roadblocks that can sink your deals, and bring a deal past the finish line
- The First Partner Meeting
- Testing Value Hypotheses
- Interest-Building Meetings
- Deal Structures
- Key Deal Terms
- Incentives and Deal Performance
- A Tale of Two Sales Forces
- Drafting a Term Sheet
- Overcoming Roadblocks to Closing
- The Impact of Company Culture and Processes on Closing
- Fundamentals of Negotiation
- When and How to Work with Lawyers
- Legal Risk vs. Business Risk
- Closing Deals
Scaling Partner Programs
UNIT Eight
In Unit 8, you’ll bring your partnership to market. You’ll create a plan to launch, manage, and scale your partnerships so that you can create the maximum impact.
- The Delivering Value Phase
- Preparing for Partner Launch
- Engaging Key Teams
- Creating a Launch Plan
- Aligning on KPIs
- Building a Partner KPI Dashboard
- Partner Management
- Establishing Feedback Loops
- Expanding Partner Relationships
- The Evolution of Partnerships
- Detecting Issues in Partnerships
- Terminating Partnerships
- Building Partner Programs
- Ecosystems and Platforms
- What Comes Next
By the end of the program you will know how to…
Transform Your Career
Boost your capabilities, your confidence, and your career
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Testimonials
Check out more of what our students & expert mentors have to say about their Firneo experience
Get Started
Get started today so you can get promoted tomorrow
Apply now to speak to a program advisor and see if you’re eligible for our private beta program
Self-Paced Learning
Learn at your own pace with lifetime access, according to your schedule
Dedicated One-on-One Coaching
Two months of personalized support including live 1:1 coaching sessions and unlimited messaging
Flexible Time-Commitment
As little as 1-2 hours per week
Payment Options:
Flexible payment options that work for you
Apply for the
Partner-Led Growth Bootcamp
Enrollment Includes
- Ongoing access to 50+ self-paced learning modules
- Two months of 1:1 coaching from a highly-experienced partner leader
- Project-based learning to apply what you learn to real-world challenges
- Real-world expert case studies to learn from those who've been in your shoes
- Templates and resources to quickly apply what you learn
- Certificate and badge to boost your professional credentials
- Access to an exclusive community of partner peers and experts
Tell us about yourself and our Admissions team will reach out
100% Risk Free
Kick-Ass Guarantee
If you don’t start kicking ass in your career during the first 2 weeks of the program, you’ll get a full refund.
Average Salary by Seniority
Source: Crossbeam State of the Partner Ecosystem Report
100X ROI
What would you do with an extra $30k, $50k — even $70k per year?
Average Salary by Seniority
Source: Crossbeam State of the Partner Ecosystem Report
As a Certified Partnerships Professional, you’ll be able to have a greater impact at your company and be a shoe-in for promotion.
Did you know that the average jump in salary from Partnerships Manager to Director is an additional $70K, and the average salary jump from Director to VP is an additional $50K?
Every minute that you’re not focused on leveling up your career is time you’re wasting and money you’re leaving on the table.
FAQ
Who is this program for?
This program is ideal for:
1. Current partnerships professionals who want to accelerate their on-the-job learning, operate with more confidence, and create more impact in their companies.
2. Experienced professionals from adjacent fields (such as sales, consulting, lawyer, customer success, product management) who are looking to transition into partnerships and want to build a strong foundation in the role.
Do I need to attend classes live?
No. The course materials are pre-recorded and avaiabl on-demand, so that you’ll be able to review it on your own schedule (plus, you’ll get lifetime access so that you can always refresh yourself).
What will this cost?
The program costs $1,797. We have monthly payment plans available.
Can I still participate if I’m not working in Partnerships?
Absolutely. While the program is designed to help partnerships professionals create an immediate impact at work, you will gain knowledge and skills that you will carry into your next job and for your whole career.
What is the time commitment?
This program is designed to be flexible for busy working professionals. All learning material is self-paced, so you can access the material in accordance with your schedule. Coaching session can be scheduled with your coach.
For the best results, we recomed investing 2-3 hours per week for 4 weeks to complete the program.
Is this in-person or virtual?
The entire program is virtual. You can review the materials, engage with your coach, and use the templates and tools, and participate in the case studies from anywhere in the world.
Will my company pay for it?
Quite possibly. Many companies designated “Professional Development” or “Learning & Development” (L&D) budgets for these types of programs.
If you are accepted into the program, we can help you talk to your manager or HR team.
Why is there an application process?
We limit the number of participants so you can get personalized attention and build relationships with your expert coach.
