Partnerships
Build Stage | $0-1M ARR | 1-10 headcount
Main challenge: Proving the business works. Founder-led everything.
Partnerships
Stage-appropriate approach: Mostly too early. Focus on your core product and customers first.
The only partnerships worth considering at Build:
| Type | When It Makes Sense | Example |
|---|---|---|
| Technology/Integration | Your ICP requires integration with X to get value | "We only work if we connect to Salesforce" |
| Informal referrals | Founder has existing relationships that naturally send leads | Former colleagues, investors who intro deals |
| Ecosystem presence | Being listed in a marketplace helps discovery | Slack App Directory, Salesforce AppExchange |
What to avoid (premature):
- Formal partner programs with tiers and requirements
- Revenue share agreements (too early to know economics)
- Dedicated partner manager hire
- Co-selling motions (no repeatable sales motion yet)
Why partnerships are usually premature at Build:
- ICP isn't clear enough to pick the right partners
- No sales capacity to follow up on partner leads
- Partner management is overhead that can't be afforded
- Partners want to work with companies that have traction