What does Partner ICP mean for go-to-market?

Most cyber channel programs sign too many partners with too little buyer overlap and call it ecosystem. A real partner ICP makes recruitment selective and activation measurable. The trade: fewer logos, more revenue per partner.

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Partner ICP

GTM Concept

Definition

Ideal Channel Profile — the partner-recruitment equivalent of buyer ICP. Specifies which partner types, sizes, certifications, customer bases, and category adjacencies the program targets.

Partner ICP

What it means for GTM