Peter Fogelsanger — Fractional Partner Executive, Peter Fog LLC
Published:
I kind of have this mental model for activation and enablement as an onion. And you’re just peeling layers, continuously peeling layers… there’s no such thing as a fully enabled partner. It’s impossible because especially when you’re talking about an ISV and a service provider… the people change… projects change as well… Our product is changing wicked fast.
What does Peter Fogelsanger say on B2B Agility with Greg Kihlström?
Peter Fogelsanger, Fractional Partner Executive, Peter Fog LLC, says: Peter Fogelsanger discusses how many partner programs fail by treating partnerships as a separate channel, prioritizing recruitment and onboarding over strategic activation and measurable influence. He recommends integrating partner strategy into the core go-to-market, focusing on activating partners for an initial joint deal, continuously enabling partners through bite-sized updates, and tracking partner-influenced revenue rather than just sourced leads to drive sustainable, mutual growth.
From: B2B Agility with Greg Kihlström
Cite as: Peter Fogelsanger. (2026). On B2B Agility with Greg Kihlström. Retrieved from https://research.agilebrandguide.com/insights/peter-fogelsanger-i-kind-of-have-this-mental-model-for-activation-and-enableme