Peter Fogelsanger — Fractional Partner Executive, Peter Fog LLC
Published:
Many founders or heads of GTM sales will treat a partner program and the team as something separate… And I think it needs to be part of the holistic go-to-market strategy to be successful. And that mindset leads to the second mistake I see made a lot, which is it’s treated tactically, it’s not treated strategically.
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-many-founders-or-heads-of-gtm-sales-will-treat-a-partner-pro