From 53735932a27a801bb2e116d142aec3794855ac65 Mon Sep 17 00:00:00 2001
From: Michael Davis <MichaelBDavis@users.noreply.github.com>
Date: Sun, 25 Jan 2026 18:50:27 -0800
Subject: [PATCH] Create org/sales-partnerships/index.md

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+# Sales Partnerships
+
+## Purpose
+
+The Sales Partnerships function at FlowFuse is responsible for building, enabling, and scaling partner-led and partner-assisted commercial motions.  
+Sales Partnerships exists to extend FlowFuse’s reach, accelerate adoption in specific markets or industries, and complement direct Sales efforts through trusted partners.
+
+Partnerships are treated as a deliberate go-to-market strategy, not an opportunistic channel.
+
+---
+
+## Scope and Responsibilities
+
+Sales Partnerships owns:
+
+- Identification and recruitment of strategic partners
+- Partner qualification and onboarding
+- Definition of partner engagement models (referral, co-sell, delivery)
+- Partner enablement, training, and certification
+- Support for partner-led and co-sell opportunities
+- Monitoring partner performance and effectiveness
+- Ongoing partner relationship management
+
+Sales Partnerships is accountable for **partner readiness and performance**, not for direct opportunity ownership or commercial close.
+
+---
+
+## Sales Partnerships–Owned Processes
+
+Sales Partnerships owns the following partner-related processes:
+
+- Partner identification and recruitment
+- Partner onboarding and enablement
+- Co-sell and referral motion definition
+- Partner documentation and support
+- Partner performance monitoring and optimization
+
+Detailed process documentation will be added as these motions are formalized.
+
+---
+
+## Collaboration Model
+
+Sales Partnerships works in close coordination with other functions in the Commercial Organization:
+
+- **Sales Department**  
+  Owns opportunity qualification, progression, and commercial close.  
+  Sales Partnerships supports partner involvement within Sales-owned processes.
+
+- **Solution Engineering**  
+  Supports technical enablement for partners and validates partner-led solutions when required.
+
+- **Customer Success**  
+  Collaborates where partners are involved in post-sale delivery or ongoing customer support.
+
+- **Professional Services**  
+  Coordinates delivery responsibilities when partners participate in implementation or enablement.
+
+Sales Partnerships does not own customer relationships independently of Sales.
+
+---
+
+## Engagement Principles
+
+Sales Partnerships engagements follow these principles:
+
+- Partners must add clear customer and commercial value
+- Partner roles and responsibilities must be explicit
+- Sales ownership of the customer remains clear
+- Enablement precedes scale
+- Performance is monitored and reviewed regularly
+
+---
+
+## Metrics and Accountability
+
+Sales Partnerships effectiveness is measured by:
+
+- Partner-sourced and partner-influenced pipeline
+- Win rates and deal quality on partner-involved opportunities
+- Partner readiness and certification progress
+- Partner contribution to customer outcomes
+- Consistency and predictability of partner engagement
+
+---
+
+## Tools and Systems
+
+Sales Partnerships primarily uses:
+
+- CRM for partner tracking and deal visibility
+- Enablement and training platforms
+- Documentation repositories for partner materials
+- Communication tools for partner coordination
+
+Detailed tool usage is documented separately.
+
+---
+
+## How This Page Is Used
+
+This page defines **what Sales Partnerships owns**.  
+Detailed execution guidance is documented in:
+
+- Partner process documentation
+- Enablement and certification materials
+- Co-sell and referral playbooks
+
+This separation ensures that partnerships scale in a controlled and predictable way.