Most charging partnerships are announced before the commercial mechanics are agreed. The logo slide exists, but nobody can answer who owns the customer, who prices the offer and who responds when a site fails.
A useful partnership starts from a specific customer problem that neither party can solve alone, and then makes the division of work explicit enough that a salesperson could explain it in one meeting.
Takeaways
- ↗Name the customer problem before naming the partner
- ↗Agree who owns the commercial relationship from day one
- ↗Write down escalation and support responsibilities
- ↗Test the joint offer with a real buyer before scaling it