Find the work
Understand the customer’s process, compare alternatives and choose a first commitment you can deliver.
Begin with the customer →Channel Playbook · AI Edition
Build a partner business that works.
Connect the customer’s problem with a useful service, capable people and economics that make sense. Then practise the decisions that keep it working.
Eight open lessons · Three practice cases · Six commercial tools
A practical book. A place to put it to work.
Start with a decision
Read it. Test it.
Use it with your team.
You do not need another collection of AI promises. Work through a real commercial question, then check what your answer would require.
Make the numbers explainable
Keep ARR, contribution and cash separate. Show the base, period and cost policy behind the result.
Open the calculators →Practise the difficult conversation
Handle a renewal, an alliance plan or a country-entry decision. See why one response helps and another creates more work.
Try a scenario →Your next meeting
The customer wants more.
The team is already full.
A renewal looks promising. Four new locations want deployment. Support and reserve still need people. What can you responsibly promise?
Work through the renewalIllustrative Michane case
Capacity needs a reserve.
240usable hours
80support hours
40reserve hours
That leaves 120 hours. At 40 hours per deployment, the team can handle three, assuming the right specialist is available.
Check the calculation →A path for the work you do
Begin from your responsibility.
All paths use the same commercial discipline. The order changes to match the decisions you make.
Channel manager
Build coverage, qualify the work and make a plan the team can deliver.
Follow this path →Partner owner
Connect a useful offer with delivery, cash and a renewal the customer wants.
Follow this path →Alliance leader
Turn shared ambition into named commitments, joint work and evidence.
Follow this path →Written for the working day
The channel changes.
The questions still matter.
Does the customer need the partner? Can the partner charge for useful work? Can it deliver profitably? The book brings those questions into an AI partner ecosystem.
This companion adds guided practice, calculations and working resources you can return to when the next decision arrives.
Explore the book’s approach →