Sep 10, 2026 · 6 min read
What history teaches about operating a Partner Program
The path out of the mist and myth — what decades of partner programs reveal about what actually works.
Read on Substack →JR Consulting
I help startups build partner programs around the right partners, not more partners.
At Scaled Agile, I operated a 450+ partner ecosystem that contributed ~40% of company revenue and a referral program from zero to $2M in 18 months.
Let's talk partnerships →What I Do
Partner programs are a microcosm of the business, sitting at the intersection of product, marketing, sales, legal, customers, and pipeline. My work is figuring out how to scale that system and accelerate growth through it.
Scaling Does Not Mean Adding More
A 450+ partner ecosystem had an extremely long tail: poor-fit partners delivered bad customer experiences, pressured pricing, and drove NPS to −40. I analyzed the entire ecosystem, recalibrated our investment in strategic partners and reversed the downward NPS trajectory.
Enablement Program Design
Rebuilt partner engagement through a coordinated enablement system: newsletter, portal refresh, and Dojo immersive training, driving a 20% uplift in 3 months, sustained year-round.
Ecosystem Turnaround
Led the redesign of a 450+ partner ecosystem driving 40% of company revenue: restructured tiers, benefits, and enablement in partnership with the CRO and PE firm; lifted NPS from −40 to +33 and retained all top 30 strategic partners.
$2M+
Revenue via referral program
−40 → +33
NPS in 12 months
40%
Of company revenue via partners
450+
Global partners across GSIs, platform/software, and boutique consultancies
Case Studies
Early, Honest Signal on a New Partner Program
Problem
A new AI business unit needed partner-led scale fast: new portal, agreements, and discounting built from scratch, with no room for slow feedback loops.
Action
Started with the business model: backed revenue targets into partner counts, scored prospects against ICP, traction, and AI maturity, and used AI to prioritize submissions and spot ecosystem gaps.
Result
Fully functioning AI Native Partner Program in two months, with 20 signed partners and $100k in partner revenue. Tracking caught the revenue gap early, informing the call to fold it into the main program.
Scaling Does Not Mean Adding More
Problem
A global training company's 450+ partner ecosystem had an extremely long tail. Poor-fit partners delivered bad customer experiences, pressured pricing, damaged the brand, and drove NPS down to −40.
Action
Analyzed the entire ecosystem across geography, growth velocity, YoY investment, deal and customer profile, to inform new tiering and a focused investment strategy. Smaller-but-high-value partners rose to the top.
Result
NPS reversed from −40 to +33. Partner fee revenue and churn stabilized, and newly prioritized partners re-engaged with Partner Account Managers.
How I Use AI in Partner Strategy
Strong partner programs start with rigorous partner selection. I use AI to analyze our existing partner network surfacing gaps by region, industry, and technical domain then identify and stack-rank prospects against our ICP criteria. The result: a defensible, data-grounded target list instead of relationship-driven guesswork.
What Others Say
"Having worked closely with Jennifer for several years, I can honestly say that Jen is one of the most dedicated, focused, and professional people I have ever had the pleasure of working with. Her commitment to always doing the right thing, combined with her genuine desire to make a positive impact on customers and partners, is second to none. Jen brings integrity, professionalism, and dedication to everything she does, and she is someone you can always rely on. Anyone fortunate enough to work with Jen in the future will be very lucky indeed. I wouldn't hesitate to recommend her."
- Phil Knight, VP, AI-Native Sales
"I was particularly impressed with Jennifer's ability to analyze and evaluate different approaches and recommend the best course of action. Her expertise and leadership helped set the tone for what would later become an extremely successful rollout."
- Creed Smith, Director of Data Analytics, MasterControl
"She is extremely collaborative, innovative, and detailed. Jennifer identified a new marketing capability, selected a vendor based on an objective test, and on-boarded them. I would work with Jennifer again in a heartbeat."
- Leslie Lau, Director of Web Optimization & PLG, Cisco
Career
2018 – March 2026
Scaled Agile, Inc.
Sr. Director, Partner Programs & Enablement
2012–2018
Cisco Systems
Marketing Manager, Business Insights + Social Demand Gen
2010–2012
Collective Intellect / Lagrange
Marketing Director
1999–2010
Sun Microsystems
Senior Web Project Manager
Also: Limited Partner Advisor, Stage 2 Capital Catalyst, supporting early-stage B2B SaaS companies on GTM and partner strategy.
Latest Writing
Notes on ecosystem strategy, partner enablement, and the systems that make partnerships compound.
Sep 05, 2026 · 5 min read
850 Strangers, One Familiar Lesson
What two days at Catalyst NYC confirmed about partnerships, fit, and scale.
Read on Substack →Aug 20, 2026 · 7 min read
You want me to change seats?!
If the only thing that you can count on is change, why are we all so damn bad at it.
Read on Substack →Let's build a partner program that compounds.
Two ways to work together: advisory and fractional engagements for startups building their partner motion, or a full-time Head of Partnerships role at a B2B SaaS company. If you're building, scaling, or fixing a partner motion, I'd like to hear about it.