Why should you read it?

If your company depends on partners but lacks a consistent way to manage, scale, and measure those relationships, this book is a wake-up call. The Partner Operating Model outlines a practical, experience-based framework that brings operational discipline into how you engage with your ecosystem. Drawing on examples from companies like Atlassian and Alcatel-Lucent Enterprise, Frié Pétré shows how partner success isn’t just about recruiting more partners—it’s about building trust, aligning goals, tracking performance, and creating shared accountability. Whether you’re running a mature channel program or just starting to think ecosystem-first, this book equips you with a structure to drive meaningful and measurable outcomes.

What is the book about?

The book introduces the TACAM framework—Trust, Analysis, Commitment, Accountability, and Measurement—not as isolated concepts, but as interconnected levers for operational excellence. Pétré makes the case that a modern partner strategy cannot be improvised: it needs shared KPIs, clear roles, joint planning, and regular check-ins. She walks the reader through how to embed these principles into your daily operations, using examples from tech and telecom companies that have adopted ecosystem models to scale sustainably. The result is not just a strategic vision, but a blueprint for how to make partner relationships more structured, data-driven, and performance-oriented.

Best takeaway

A successful partner model isn’t just about who you work with—it’s about how you work together. The real power of TACAM lies in its emphasis on consistency: trust must be earned and maintained, analysis must be ongoing, and measurement must be shared across both sides. One of the book’s strongest points is its insistence that ecosystem alignment requires operational rigor—not just good intentions. Companies that embed this model report greater predictability in partner-led growth, fewer conflicts, and stronger long-term relationships.

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