Live format
Run the Loop in a single working session.
The same methodology covers three constants and the eight-step Loop, delivered as a facilitated ~3-hour session instead of a six-week program. For teams that want the operating model built live in the room rather than studied over weeks.
Agenda
A linear, build-in-the-room agenda.
No lecture-only blocks. Every segment produces a working artifact the team can act on the next Monday.
0:00 – 0:20
15–20 min
Welcome & context
Set the operating-model lens: why partner programs fail on activity, not effort. Introduce the three constants: territory math, discovery cadence, and relationship cadence. Preview the eight-step per-account Loop at a glance.
0:20 – 1:15
45–60 min
Territory Math working block
Size the partner-influenced market for a real territory and build a prioritization scorecard. The team leaves this block with working territory math and a short list of highest-yield partners.
1:15 – 2:05
45–60 min
Discovery Cadence working block
Draft a repeatable partner discovery cadence: what signal to collect, who owns it, and how often it moves. Map the cadence against the team's existing CRM and meeting rhythm.
2:05 – 2:20
15 min
Break
Step away, regroup, and bring real partner examples into the next working block.
2:20 – 3:15
45–60 min
Relationship Cadence + Sales Play working block
Turn discovery output into a relationship cadence and a concrete sales play per account. Map the motion to the tools already in the stack, and identify where co-sell handoffs live.
3:15 – 3:35
20–30 min
Synthesis & next steps
Consolidate the working artifacts into a 90-day operating plan. Assign owners, define the measurement checkpoint, and point teams who want a shared cross-functional cadence to the optional team cadence guide.
Deliverables
What the team walks out with.
This format ends in working artifacts, not an assessment. The artifacts become the starting state for the next quarter's Loop.
Working territory model
- ICP and trigger assumptions
- Partner-influenced TAM by territory
- Prioritization scorecard for the top partner candidates
Discovery cadence draft
- Signal questions and data owners
- Meeting rhythm tied to the existing sales cadence
- CRM/logging rules that keep the territory math current
Relationship cadence and sales play
- A named relationship cadence per priority account
- One deliberate sales play chosen for each of those accounts
- The eight-step per-account Loop run end to end on a live account
90-day operating plan
- Named owners and dates for each artifact
- A measurement checkpoint tied to the territory model
- Optional: a shared cross-functional rhythm using the team cadence guide
Book
Bring the Loop into the room.
Tell us about your team, territory, and timing. We'll come back with a scoped live-session proposal within two business days.