The Partner Marketing Myth: Lessons from Crosschq on Why Most B2B Partnerships Fail

The Partner Marketing Myth: Lessons from Crosschq on Why Most B2B Partnerships Fail

Press releases announcing new partnerships flood B2B tech news every day. But according to Mike Fitzsimmons, founder of Crosschq, most of these partnerships are doomed to fail. In a recent episode of Category Visionaries, he shared a candid perspective on why traditional partnership approaches fall short and what actually works.

The Integration Illusion

“The term is so loosely used,” Mike explains, especially “where you see company integrates, Company A, integrates with Company B and stand up some sort of referral agreement and all of a sudden assume they’re partners and that they’re going to be actively selling each other’s wares. It doesn’t work like that, never has really worked like that and it’s not going to work like that.”

This common approach to partnerships reflects a fundamental misunderstanding of what drives successful collaborations. Simply having a partner marketing manager to coordinate activities isn’t enough. As Mike puts it, “Just having a partner marketing manager to help you exploit that channel opportunity, that’s not how it works.”

Why Traditional Partner Marketing Fails

The traditional partner marketing playbook typically includes:

1. Integration announcement
2. Referral agreement
3. Partner marketing manager assignment
4. Joint marketing activities

But this approach misses the most crucial element: the actual salespeople who need to sell the solution. Mike explains that success “comes down to the sellers. The art there is you actually have to get hand to hand combat with the actual sellers at your partner to make sure that they are incentivized to go sell your stuff.”

Building Effective Partnerships

Crosschq’s approach to partnerships focuses on creating genuine engagement at the sales level. The key is understanding how to “create energy amongst them and how do you get the sellers at your partner organization talking to each other and the water cooler conversation around that they are generating revenue on helping to move your product.”

This focus on sales team engagement represents a fundamental shift from traditional partner marketing approaches. Instead of relying on top-down marketing initiatives, success comes from building grassroots momentum among the people actually responsible for selling.

The Activation Myth

One of the biggest misconceptions about partnerships is that they work automatically once agreements are signed. Mike challenges this notion: “You sign the deal with XYZ and you just add water and do some activations and voila, you’re going to start getting great leads. It just doesn’t work that way in real life.”

A New Partnership Playbook

Based on Crosschq’s experience, here’s what actually drives partnership success:

1. Focus on seller incentives
2. Foster communication between sales teams
3. Create organic momentum through success stories
4. Build relationships at the execution level
5. Measure actual revenue impact, not just marketing metrics

Integration vs. Implementation

While technical integration between products is important, it’s just the beginning. The real work starts after the integration is complete. This is where many partnerships fail – companies invest in the technical integration but underinvest in the human elements that drive actual adoption and sales.

Looking Forward

For B2B founders, the message is clear: successful partnerships require much more than press releases and technical integrations. They demand sustained investment in relationship building at the sales level and a focus on creating genuine value for both parties.

As companies increasingly rely on partnerships for growth, understanding these dynamics becomes crucial. The winners won’t be those with the most partnerships, but those who know how to make their partnerships actually work through sustained, ground-level engagement.

For founders building their partnership strategy, Mike’s insights suggest focusing less on the number of partnerships and more on the depth of engagement with each partner. Success comes not from the initial announcement, but from the sustained work of building relationships and creating value at every level of the organization.