Peter Fogelsanger — Fractional Partner Executive, Peter Fog LLC
Published:
To activate a partner is a mindset and a process and approach that is hyper focused on that first outcome, which is a deal. If you’re doing onboarding and partner enablement after signing an agreement and there isn’t a deal, then it’s a waste of time… partnerships have to start with trust and trust doesn’t come from an academic theoretical, ‘I understand your product, you understand my service.’ It just doesn’t work that way.
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-to-activate-a-partner-is-a-mindset-and-a-process-and-approac