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partnership-bd

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Original

English
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Translation

Chinese

Partnership & BD

合作伙伴与BD

Scope

适用范围

Covers
  • Defining partnership goals and selecting the right partnership type (platform, integration, channel, referral, co-marketing)
  • Building a prioritized partner target list with a scoring model and “finger-on-the-button” decision-maker mapping
  • Crafting a clear value exchange (why them / why us / why now), including alpha/beta + case-study angles
  • Designing an outreach + relationship system (warm intros + ethical cold outreach + lightweight content plan)
  • Aligning internally on a scalable partner offer (avoid bespoke one-off deals; define negotiation parameters)
  • Negotiation prep (guardrails, walk-away, patience) and a simple deal process (MAP + pilot)
  • Partner launch + operating cadence (enablement, metrics, check-ins)
When to use
  • “Create a partnership strategy and a target partner list.”
  • “We need an integration/platform partnership—draft a pitch and outreach sequence.”
  • “Design a channel/referral partner program for distribution.”
  • “Help me negotiate partnership terms and define what’s negotiable vs standard.”
  • “We signed a partner—build a launch plan + operating cadence.”
When NOT to use
  • You need to define the product/ICP/positioning from scratch (do that first; then return here)
  • You want high-volume spam outreach or anything deceptive/manipulative
  • You need legal advice or contract language (use this skill for non-legal term framing only; involve counsel)
  • You’re doing M&A, fundraising, or procurement/vendor selection (different motion)
涵盖
  • 定义合作伙伴目标并选择合适的合作类型（平台、集成、渠道、推荐、联合营销）
  • 构建带有评分模型和关键决策者映射的优先级合作伙伴目标列表
  • 打造清晰的价值交换逻辑（为什么选他们/为什么选我们/为什么是现在），包括内测/公测及案例研究角度
  • 设计触达及关系维护体系（转介绍触达、合规冷触达、轻量化内容规划）
  • 内部对齐可规模化的合作方案（避免定制化单次合作；明确谈判参数）
  • 谈判准备（准则、底线、耐心）及简易合作流程（MAP + 试点）
  • 合作伙伴上线及运营节奏（赋能、指标、定期沟通）
适用场景
  • "创建合作伙伴策略及目标合作伙伴列表。"
  • "我们需要开展集成/平台合作——起草合作提案及触达序列。"
  • "设计用于分销的渠道/推荐合作伙伴计划。"
  • "帮我谈判合作条款，明确可协商项与标准项。"
  • "我们已签约合作伙伴——制定上线计划及运营节奏。"
不适用场景
  • 你需要从头定义产品、ICP、定位（请先完成该工作，再使用本工具）
  • 你想要进行大规模垃圾触达或任何具有欺骗性/操控性的行为
  • 你需要法律咨询或合同条款（本工具仅用于非法律条款框架制定；请咨询法务）
  • 你正在进行并购、融资或采购/供应商选择（属于不同业务流程）

Inputs

输入

Minimum required
  • Partnership objective(s) + success metric(s) (e.g., qualified pipeline, revenue, distribution, integrations shipped)
  • Product summary + differentiation (1–2 sentences) and what you can offer partners (API/integration, audience, revenue share, credibility, data)
  • Target customer/market and the partner archetype(s) you want (platform, integration, channel, referral, strategic)
  • Constraints: timeline, geo/segment focus, compliance/regulatory constraints, exclusivity appetite, budget
  • Internal capacity: BD owner, engineering bandwidth (if integration), marketing bandwidth (if co-marketing)
Missing-info strategy
  • Ask up to 5 questions from references/INTAKE.md.
  • If key data is missing, proceed with explicit assumptions and include an Assumptions & unknowns section.
  • For high-stakes commitments (exclusivity, data sharing, regulated claims), require human review and document a safe default.
最低要求输入
  • 合作伙伴目标及成功指标（例如：合格销售线索、收入、分销、已完成集成）
  • 产品概述及差异化优势（1–2句话），以及你能为合作伙伴提供的资源（API/集成、受众、收入分成、可信度、数据）
  • 目标客户/市场，以及你想要的合作伙伴类型（平台、集成、渠道、推荐、战略）
  • 约束条件：时间线、地域/细分市场聚焦、合规/监管约束、排他性需求、预算
  • 内部能力：BD负责人、工程资源（若涉及集成）、营销资源（若涉及联合营销）
缺失信息处理策略
  • 从references/INTAKE.md中最多提出5个问题。
  • 若关键数据缺失，基于明确假设推进，并添加假设与未知项章节。
  • 对于高风险承诺（排他性、数据共享、合规声明），需人工审核并记录安全默认方案。

Outputs (deliverables)

输出（交付物）

Produce a Partnership & BD Execution Pack (Markdown):
  1. Context snapshot (objective, constraints, current baseline)
  2. Partnership thesis (why partner, why now, partner types, non-goals)
  3. Partner target list + scoring (top 10–30) + decision-maker + intro path
  4. Partner pitch kit (1-page pitch + case-study/alpha angle + outreach templates)
  5. Scalable offer + negotiation parameters (tiers, what’s standard vs bespoke, guardrails)
  6. Deal process plan (MAP/pilot definition, stakeholders, timeline, “walk-away”)
  7. Launch + operating cadence (enablement, co-marketing plan, metrics, check-ins)
  8. Risks / Open questions / Next steps (always included)
Templates: references/TEMPLATES.md
生成合作伙伴与BD执行包（Markdown格式）：
  1. 背景快照（目标、约束条件、当前基线）
  2. 合作伙伴定位（为什么合作、为什么是现在、合作类型、非目标）
  3. 目标合作伙伴列表及评分（Top 10–30）+ 关键决策者 + 触达路径
  4. 合作伙伴提案工具包（1页提案 + 案例研究/内测角度 + 触达模板）
  5. 可规模化合作方案及谈判参数（层级、标准项与定制化项、准则）
  6. 合作流程计划（MAP/试点定义、相关方、时间线、“底线”）
  7. 上线及运营节奏（赋能、联合营销计划、指标、定期沟通）
  8. 风险/待解决问题/下一步行动（必填章节）
模板：references/TEMPLATES.md

Workflow (7 steps)

工作流程（7个步骤）

1) Intake + choose the partnership motion

1) 需求收集 + 选择合作模式

  • Inputs: User context; references/INTAKE.md.
  • Actions: Clarify the objective and pick the partnership type(s): platform/integration, channel/referral, strategic/co-marketing. Identify whether the motion is network-dependent (regulated or concentrated buyer markets) and what “success” looks like in 30/60/90 days.
  • Outputs: Context snapshot + partnership thesis draft + assumptions.
  • Checks: Objective is measurable; non-goals and constraints are explicit.
  • 输入：用户背景；references/INTAKE.md
  • 行动：明确目标并选择合作类型：平台/集成、渠道/推荐、战略/联合营销。判断业务流程是否依赖网络（受监管或买家市场集中），并定义30/60/90天的成功标准。
  • 输出：背景快照 + 合作伙伴定位草案 + 假设
  • 检查：目标可衡量；非目标及约束条件明确

2) Define a scalable partner offer (avoid bespoke deals)

2) 定义可规模化合作方案（避免定制化合作）

  • Inputs: Product capabilities; engineering/marketing constraints.
  • Actions: Draft the “partner package”: what you can reliably offer (integration tier, enablement, support, co-marketing) and what you will not do. Define negotiation parameters and pre-approved ranges to increase deal velocity.
  • Outputs: Offer tiers + negotiation parameters sheet.
  • Checks: A teammate could run a partner conversation without inventing bespoke promises.
  • 输入：产品能力；工程/营销资源约束
  • 行动：起草“合作伙伴包”：你能稳定提供的资源（集成层级、赋能、支持、联合营销）及你无法提供的内容。明确谈判参数及预先批准范围，以提升合作推进速度。
  • 输出：合作方案层级 + 谈判参数表
  • 检查：团队成员无需制定定制化承诺即可开展合作伙伴沟通

3) Build the partner universe + score + pick the first wedge

3) 构建合作伙伴全景图 + 评分 + 选择首个突破点

  • Inputs: Target market; competitor/adjacent ecosystem; any existing relationships.
  • Actions: List plausible partners, then score and shortlist based on mutual value, reach, feasibility, and decision velocity. For each top candidate, identify the “finger-on-the-button” decision-maker and the lowest-social-capital intro path.
  • Outputs: Partner list table + scoring model + top wedge recommendation.
  • Checks: Each top partner has a clear “why them” and a specific next action (intro, email, event, content hook).
  • 输入：目标市场；竞品/相邻生态；现有合作关系
  • 行动：列出潜在合作伙伴，然后基于双方价值、覆盖范围、可行性及决策速度进行评分及筛选。针对每个顶级候选合作伙伴，确定关键决策者及最低社交成本的触达路径。
  • 输出：合作伙伴列表表格 + 评分模型 + 首个突破点建议
  • 检查：每个顶级合作伙伴都有明确的“为什么选他们”的理由及具体下一步行动（转介绍、邮件、活动、内容钩子）

4) Craft the value exchange + pitch narrative (case study / alpha angle)

4) 打造价值交换逻辑 + 提案叙事（案例研究 / 内测角度）

  • Inputs: Offer tiers; proof points; partner incentives.
  • Actions: Write a 1-page pitch that shows how your success helps their goals. For major platforms, propose an alpha/beta or “flagship case study” angle. Keep the ask crisp and low-friction.
  • Outputs: 1-page pitch + talk track + proof points.
  • Checks: The pitch answers: “Why now?”, “Why us?”, “What do you want?”, “What’s in it for them?”
  • 输入：合作方案层级；证明点；合作伙伴激励措施
  • 行动：撰写1页提案，展示你的成功如何助力他们的目标。针对大型平台，提出内测/公测或“旗舰案例研究”角度。保持诉求清晰且低门槛。
  • 输出：1页提案 + 沟通脚本 + 证明点
  • 检查：提案需回答：“为什么是现在？”、“为什么选我们？”、“你想要什么？”、“对他们有什么好处？”

5) Outreach + relationship system (warm first, ethical cold second)

5) 触达 + 关系维护体系（优先转介绍，其次合规冷触达）

  • Inputs: Target list; pitch; available channels.
  • Actions: Build outreach sequences (warm intro asks, cold emails/DMs, follow-ups) and a lightweight content plan to build credibility. Track outreach as experiments: message → meetings → iteration.
  • Outputs: Outreach kit + 2–4 week execution plan.
  • Checks: Messages are specific, respectful, and permissioned; each has a single clear ask.
  • 输入：目标列表；提案；可用渠道
  • 行动：构建触达序列（转介绍请求、冷邮件/私信、跟进）及轻量化内容计划以建立可信度。将触达视为实验：消息 → 会议 → 迭代。
  • 输出：触达工具包 + 2–4周执行计划
  • 检查：消息具体、尊重且合规；每条消息仅有一个明确诉求

6) Deal process + negotiation (patience + guardrails)

6) 合作流程 + 谈判（耐心 + 准则）

  • Inputs: Negotiation parameters; partner priorities; risk constraints.
  • Actions: Define a deal path (discovery → pilot → term sheet → launch). Use strategic patience when leverage is asymmetric; be willing to say “not yet” to improve terms. Document walk-away conditions and any exclusivity logic.
  • Outputs: Mutual action plan (MAP) + pilot definition + key terms outline.
  • Checks: You can explain what you will trade (and won’t) in one minute; the next step is scheduled and owned.
  • 输入：谈判参数；合作伙伴优先级；风险约束
  • 行动：定义合作路径（发现 → 试点 → 条款清单 → 上线）。当杠杆不对称时，运用战略性耐心；愿意说“暂不”以优化条款。记录底线条件及任何排他性逻辑。
  • 输出：共同行动计划（MAP） + 试点定义 + 关键条款大纲
  • 检查：你能在1分钟内解释清楚可让步及不可让步的内容；下一步行动已安排并明确负责人

7) Launch + operate + quality gate

7) 上线 + 运营 + 质量检验

  • Inputs: Draft pack; references/CHECKLISTS.md; references/RUBRIC.md.
  • Actions: Produce a launch plan (enablement + co-marketing + measurement) and an operating cadence (weekly/biweekly check-ins, QBR). Run the checklist and score the rubric. Always add Risks / Open questions / Next steps.
  • Outputs: Final Partnership & BD Execution Pack.
  • Checks: The plan is executable this week and includes a learning loop.
  • 输入：草案包；references/CHECKLISTS.md；references/RUBRIC.md
  • 行动：制定上线计划（赋能 + 联合营销 + 衡量）及运营节奏（每周/双周沟通、季度业务回顾QBR）。执行检查清单并根据评分标准打分。始终添加风险/待解决问题/下一步行动章节。
  • 输出：最终合作伙伴与BD执行包
  • 检查：计划可于本周执行，并包含学习迭代机制

Quality gate (required)

质量检验（必填）

  • Use references/CHECKLISTS.md and references/RUBRIC.md.
  • Always include: Risks, Open questions, Next steps.
  • 使用references/CHECKLISTS.md及references/RUBRIC.md
  • 必须包含：风险、待解决问题、下一步行动

Examples

示例

Example 1 (platform/integration partnership):
“Use 
partnership-bd
. We’re a B2B SaaS analytics tool. Goal: 3 co-sell integrations that each drive 5 qualified leads/month by end of Q2. Targets: HubSpot + Snowflake ecosystem partners. Constraints: 1 engineer half-time. Output: a Partnership & BD Execution Pack with partner scoring, an integration-tier offer, outreach sequences, and a launch cadence.”
Example 2 (regulated, network-dependent BD):
“Use 
partnership-bd
. We’re selling into healthcare and need payer/provider partnerships. We have one warm connector but intros are expensive. Output: a prioritized partner list, crisp use-case one-pager, intro asks, and a deal process with walk-away conditions.”
Boundary example:
“Write a generic cold email that works for anyone and send 10,000 messages.”
Response: refuse spam; ask for a defined partner archetype and a small, ethical outreach experiment plan. If the goal is broad demand gen, use a marketing/content skill instead.
示例1（平台/集成合作）：
“使用
partnership-bd
。我们是一家B2B SaaS分析工具提供商。目标：到Q2末完成3个联合销售集成，每个集成每月带来5条合格销售线索。目标合作伙伴：HubSpot + Snowflake生态合作伙伴。约束条件：1名工程师半投入。输出：包含合作伙伴评分、集成层级方案、触达序列及上线节奏的合作伙伴与BD执行包。”
示例2（受监管、依赖网络的BD）：
“使用
partnership-bd
。我们正在进军医疗健康领域，需要与支付方/提供商建立合作。我们有一个转介绍渠道，但触达成本很高。输出：优先级合作伙伴列表、清晰的用例单页文档、转介绍请求方案及包含底线条件的合作流程。”
边界示例：
“撰写一个适用于所有人的通用冷邮件，并发送10,000条消息。”
回应：拒绝垃圾触达请求；要求明确合作伙伴类型及小型合规触达实验计划。若目标是广泛获客，请使用营销/内容工具。