Ten years building partner channels for B2B SaaS.

I've spent the last ten years building partner programs for B2B SaaS companies in the Shopify and ecommerce ecosystem.

At ShipStation, I was the first channel hire, building the agency partnerships motion from zero. At Recharge, I led channel as Director of Channel through the subscription commerce boom. At Tie, I ran partnerships as VP, building a 100+ partner roster from the ground up into a producing channel.

The through-line across all three roles was the same: I joined early, built the program before the team, and set the operational foundation that the next hire could scale.

Most early-stage SaaS companies make one of two mistakes with partnerships. They wait too long, and their competitor locks in the top agencies. Or they hire a partner manager too early, and that person spends a year building infrastructure instead of pipeline.

The fractional model solves both. A senior operator builds the program in six months. Founders get a producing channel and a documented playbook. Then they hire into a functioning motion, not a blank slate.

The name comes from what actually gets built: a partner engine that runs after the engagement ends. Not a consultant's slide deck. Not a strategy memo. A working machine.

Value-first, not rev-share first. Partners are tired of being asked to refer before receiving. Every program I build is anchored on what the client can give to partners before asking for anything back.

Quality over volume. A focused roster of ten producing partners is better than fifty logos on a partner page. Every engagement is scoped to a partner count that leadership can actually support with real enablement bandwidth.

Documented and transferable. The engagement ends with a playbook, a hire-readiness assessment, and clean handoff. Nothing lives in my head. Everything lives in your systems.