Use when a qualified partner prospect is ready to talk terms: pick the model, draft the one-page term sheet, and line up Legal and Finance.
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Use this when a qualified prospect is ready to talk terms. Start from the partner and the motion, what each side wants, the money expectations, the term and geography needs, and any standard shells already on file.
Four models cover almost everything:
Say why the chosen model fits and which one you ruled out. A mixed motion gets one lead model plus named add-ons, never a blend.
One page, in this order: parties and scope; the money (fees, margins, revenue share, payment triggers); term and renewal; exit and termination; who owns the customer relationship; deal registration and rules of engagement; and the open items for Legal and Finance.
The registration block carries its own mechanics: the eligibility bar, a two-business-day approval SLA, a 90-day protection window, one 30-day renewal on logged activity with sign-off, and pre-written rulings for multi-partner claims and for a customer choosing a different partner — the same defaults the program design and the channel operations use, so one partner never reads two rule sets.
Non-exclusive by default. Exclusivity is a red flag that needs the owner's explicit yes, every time.
Name the internal approvers — Legal, Finance, Product, Engineering where the motion needs them — with one owner per item and a date against each. Stage the partner-facing draft behind them.
Never commit to exclusivity, a revenue share, or spend without the owner's yes in the same conversation.
Write the draft down with its date and version, so renewals and redlines compound instead of restarting.
The one-page term sheet, the approval list with owners and dates, and the logged version.
No standard shell on file means you draft from the model pattern, mark every commercial number as awaiting Finance, and say plainly what Legal still has to bless.
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