partnership-bd

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Chinese

Partnership & BD

合作伙伴关系与BD业务

Help the user build strategic partnerships and business development deals using insights from 9 product leaders.

帮助用户结合9位产品负责人的见解，建立战略合作伙伴关系与业务发展交易。

How to Help

如何提供协助

When the user asks for help with partnerships or BD:

Understand the opportunity - Ask about the potential partner, what each side wants, and what the ideal outcome looks like
Assess network vs. merit dynamics - Determine if success depends on relationships or product quality, and plan accordingly
Design the approach - Help them craft a pitch that shows mutual benefit, not just their own needs
Navigate the negotiation - Guide them on timing, leverage, and when to say no

当用户寻求合作伙伴关系或BD业务相关帮助时：

明确合作机遇 - 询问潜在合作伙伴的信息、双方的诉求，以及理想的合作成果
评估人脉与价值权重 - 判断合作成功是依赖人脉关系还是产品质量，并据此制定计划
设计合作方案 - 协助用户打造突出互利共赢的合作提案，而非仅强调自身需求
指导谈判过程 - 为用户提供谈判时机、筹码运用以及何时拒绝的建议

Core Principles

核心原则

Partnerships are network-dependent in some industries

部分行业的合作依赖人脉网络

Ayo Omojola: "Very often the way to make things happen is network-dependent, not necessarily about the merit of the thing itself. There are companies that exist because the founders know the CEO of every major payer." In industries like healthcare, finance, or enterprise, relationships matter more than product. Determine if your business is network-dependent early.

Ayo Omojola：“很多时候，事情的推进靠的是人脉网络，而非仅仅是产品本身的价值。有些公司能存活下来，就是因为创始人认识各大主要客户的CEO。”在医疗、金融或企业服务等行业，人脉关系比产品更重要。要尽早判断你的业务是否属于依赖人脉的类型。

Position yourself as a case study for the platform

将自身定位为平台的案例研究对象

Adam Grenier: "Let me into your alpha, because I have five years of experience buying mobile ads. If you get us to work, we're a killer case study for a category you want to grow." When partnering with major platforms, show how your success helps them prove their business model. Offer to be an alpha tester for new features.

Adam Grenier：“请让我们加入你的测试版，因为我们有五年的移动广告采购经验。如果合作成功，我们将成为你想要拓展的品类中的绝佳案例。”与大型平台合作时，要展示你的成功如何能帮助他们验证商业模式。主动提出成为新功能的测试用户。

Build scalable platforms, not bespoke deals

打造可规模化的合作平台，而非定制化交易

Keith Yandell: "We'll build you a product so you won't need to ask us every time. Then you'll know the parameters in which you can negotiate." Effective BD teams work with Product to create self-serve platforms for partners rather than negotiating one-off integrations. This increases velocity and reduces engineering load.

Keith Yandell：“我们会为你打造一款产品，这样你就不用每次都来询问我们。届时你就清楚谈判的参数范围了。”高效的BD团队会与产品部门协作，为合作伙伴打造自助式平台，而非逐个谈判定制化集成方案。这能提升合作效率，减少工程团队的负担。

Strategic patience leads to better deals

战略耐心能促成更优合作

Jason Droege: "McDonald's approached us and I said 'No.' I pushed them off for four or five months. It ended up being a net benefit because we got a great deal." Don't rush into partnerships just because of the partner's size. Initial resistance can lead to better terms or exclusivity.

Jason Droege：“麦当劳联系过我们，但我拒绝了。我把他们推迟了四五个月，最终这带来了净收益，因为我们拿到了一份很棒的合作协议。”不要因为合作伙伴的规模大就急于达成合作。初期的拒绝可能会带来更优的条款或独家合作权。

Channel partners won't sell like founders

渠道合作伙伴不会像创始人那样积极销售

Jen Abel: "The problem with channel partnerships is there are a hundred of you on the list and you're expecting them to sell on your behalf. They're not visionaries, they're consultants." Don't expect Accenture or Deloitte to evangelize your product. They lack the founder's vision-casting ability.

Jen Abel：“渠道合作伙伴的问题在于，他们的清单上有上百家像你这样的公司，而你却期望他们主动为你销售产品。他们不是愿景倡导者，只是顾问。”不要指望埃森哲（Accenture）或德勤（Deloitte）这类公司为你的产品进行推广。他们缺乏创始人那种传递愿景的能力。

Use corp dev to find internal sponsors

利用企业发展部门寻找内部支持者

Julia Schottenstein: "Use that corp dev team to your advantage. Take that meeting, say you're not interested in acquisition yet, but push them for an introduction to someone who could sponsor the deal - usually someone in Product or a GM." Corp dev teams are gateways to internal sponsors even if you're not looking to sell.

Julia Schottenstein：“要充分利用企业发展部门的资源。参加他们的会议，说明你目前还没有被收购的意向，但请他们介绍能推动合作的内部人员——通常是产品部门或总经理（GM）。”即使你没有出售公司的打算，企业发展部门也是接触内部支持者的渠道。

Find partners at the moment of need

在需求时刻寻找合作伙伴

Meltem Kuran: "VCs ask portfolio companies 'What platform do you trust for hiring?' So people go to their VCs for that kind of question." The best partners are those your target audience already consults at the exact moment the problem arises.

Meltem Kuran：“风投会问其投资组合公司‘你们信任哪个招聘平台？’所以人们会向他们的风投咨询这类问题。”最佳合作伙伴是你的目标受众在遇到问题时最先咨询的对象。

Treat partnerships as iterated prisoner's dilemma

将合作视为重复博弈的囚徒困境

Tobi Lutke: "Being a good partner is like a corporate marshmallow test companies tend to fail. The correct way to play iterated prisoner's dilemma is coordinate for both sides - it's way more valuable over long periods." Resist pulling future profits forward at the expense of a partner. Long-term coordination always beats short-term defection.

Tobi Lutke：“成为优秀的合作伙伴就像企业版的棉花糖测试，很多公司都失败了。重复囚徒困境的正确玩法是双方协作——长期来看这能带来更大的价值。”不要为了短期利益而损害合作伙伴的利益。长期协作永远胜过短期背叛。

Test with manual operations before building

在开发前先通过手动操作验证

Keith Yandell: "We should have tested this at one hotel with hacky operations before asking for product resources." Validate partnership hypotheses with manual operations before committing engineering time. Dream big, start small.

Keith Yandell：“我们应该先在一家酒店通过临时手动操作测试这个想法，再申请产品开发资源。”在投入工程资源前，先通过手动操作验证合作假设。大胆设想，从小处着手。

Questions to Help Users

用于协助用户的问题

"What does the partner want from this deal? What's in it for them?"
"Is this industry network-dependent, or will product merit win?"
"Can you position yourself as a case study for something they want to prove?"
"What's your leverage? Can you afford to say no?"
"Are you building toward a scalable platform or negotiating a one-off deal?"
"Who inside the partner organization can sponsor this internally?"

“合作伙伴从这笔交易中能获得什么？他们的诉求是什么？”
“这个行业的合作依赖人脉，还是产品价值更重要？”
“你能否将自身定位为他们想要验证的某个方向的案例研究对象？”
“你的谈判筹码是什么？你能否承担拒绝的后果？”
“你是在打造可规模化的合作平台，还是在谈判一次性交易？”
“合作伙伴内部有谁能成为这项合作的支持者？”

Common Mistakes to Flag

需要提醒用户避免的常见错误

Expecting partners to sell for you - Channel partners and consultants won't evangelize like founders. Don't outsource vision-casting
Rushing into big-name partnerships - Strategic patience often leads to better deal terms. Don't let FOMO drive bad deals
Building before validating - Test partnership ideas with manual operations before committing engineering resources
Ignoring network dynamics - In some industries, relationships matter more than product. Know which game you're playing
Short-term defection - Pulling profits forward at a partner's expense destroys long-term value. Play the long game

期望合作伙伴主动为你销售 - 渠道合作伙伴和顾问不会像创始人那样积极推广产品。不要将愿景传递的工作外包出去
急于与知名企业合作 - 战略耐心往往能带来更优的合作条款。不要因为错失恐惧症（FOMO）而达成糟糕的合作
未验证就开发 - 在投入工程资源前，先通过手动操作验证合作想法
忽视人脉动态 - 在部分行业，人脉关系比产品更重要。要清楚你所处的行业规则
短期背叛行为 - 为了短期利益损害合作伙伴的利益会摧毁长期价值。要放眼长远

Deep Dive

深入了解

For all 11 insights from 9 guests, see

references/guest-insights.md

如需查看9位嘉宾分享的全部11条见解，请参阅

references/guest-insights.md