Kim Sherman

AI is compressing time. What used to take years in partnerships now happens in quarters.That’s exposing something that’s always been true: Some companies are operators and some are storytellers. And in AI ecosystems, the gap is obvious. Operators: Align product, sales, and partners early Focus on a narrow set of high-probability motions Build repeatable deal patterns Talkers: Announce partnerships broadly Chase multiple ecosystems without focus Confuse activity with progress The ecosystem...

Logos don’t close deals. Badges don’t create pipeline. And “we partner with…” is quickly becoming background noise. AI has accelerated this shift because ecosystems are now crowded with: Similar capabilities Overlapping value propositions Endless integration claims The result? Partners don’t have time to figure you out. If your value isn’t obvious, you get skipped. This is the death of vanity partnerships. What replaces them is far more demanding: Proof of traction (real deals, not...

Everyone wants co-sell. Very few companies are actually ready for it. Co-sell is often treated like a checkbox: “We’re listed. We’re integrated. We should be co-selling.” That’s not how it works. Co-sell is not granted. It’s earned through repetition and trust. From the field’s perspective, pulling you into a deal is a risk. They’re asking: Will this help me close faster? Will this complicate the deal? Will this partner actually deliver? If there’s any hesitation, you don’t get invited. Not...