Partner Operating System
Frachannel is pronounced “fractional” for a reason.
We give B2B technology companies the channel, alliance, and marketplace execution they need — before investing in a full partner organization.
How’s your ecosystem pipeline? Want to see what it could be?
48-hour turnaround · 0–100 score · 90-day roadmap
Channel · Alliance · Marketplace — Three motions. One OS.
◆ DEVELOPING ◆
90-Day Priority
Partner Recruitment — Define ICP before scaling partner outreach
"The companies that win the next decade will operate channel, alliance, and hyperscaler marketplace in parallel — from one system, agentified, with a single accountability layer. Frachannel installs that system."
— Frachannel Partner OS · v5.0 · April 2026
Before Frachannel
- ✗No partner ICP defined — anyone who asks gets a contract
- ✗Reseller agreements signed, never activated
- ✗No deal registration, no attribution, no accountability
- ✗"Enablement" is a Dropbox folder with a one-pager
- ✗Zero visibility into partner pipeline or revenue contribution
Partner OS Installed
- ✓Partner ICP defined and tiered across resellers, alliances, and cloud marketplaces
- ✓AWS Marketplace listing live and Private Offers pre-staged by Day 60
- ✓Co-sell signals (ACE, IP Co-Sell, Partner Advantage) routed into CRM with context attached
- ✓Split attribution across channel, alliance, and marketplace — live in the first 30 days
- ✓Partner-sourced and partner-influenced revenue reported separately to the board by month 3
"Frachannel doesn't run three separate programs. It runs one Partner OS across channel, alliance, and marketplace — with one operator accountable for all three."
The Three-Motion Model
Channel·Alliance·Marketplace
Most partner programs run one motion. The companies winning the next decade run three — from one system, on one operating cadence, with one accountability layer.
Channel
Resellers, VARs, MSPs, distributors, and GSI co-sell. Partner ICP defined and tiered. Deal registration live. Recruiter Agent sourcing qualified partners from week 2.
127 partners placed in 24 months
Alliance
Technology alliances, ISV integrations, and GSI influence motions. Influenced pipeline attribution instrumented from day one. Alliance Agent triaging integration backlog and roadmap-aligning by Phase 2.
Alliance attribution: the biggest CRO blind spot in 2026
Marketplace
AWS, Azure, and GCP marketplace listings. Private Offers pre-staged. MACC/EDP committed spend burn-down strategy. Enterprise buyers transact on cloud paper they've already signed — 30–50% faster close.
AWS Marketplace: $5–6B GMV in 2024, growing 40%+ YoY
"Enterprise buyers have already signed AWS, Azure, and Google Cloud spending commitments. A deal transacted through a hyperscaler marketplace burns those commitments instead of opening a new procurement cycle — typically producing 30–50% faster close and meaningful ACV uplift."
— The Committed Spend Capture opportunity
The Partner OS
Six phases. Agent-assisted execution.
Fractional operator accountable for outcomes across all three motions.
Assess
Channel, alliance, and marketplace readiness scored across 5 dimensions. 0–100. 48-hour turnaround. The only diagnostic that benchmarks all three motions at once.
Design
Partner program architecture across all three motions: channel tiers, alliance ICP, marketplace listing strategy, deal structure, governance, milestone accountability.
Recruit
Recruiter Agent sources and sequences outreach to reseller, alliance, and GSI partners simultaneously. ICP-matched outbound from week 2. First qualified partner conversations live by Day 30.
Enable
Onboarding Agent activates partners across the channel. Alliance motion instrumented. AWS Marketplace listing live by Day 60. Co-sell signals (ACE, IP Co-Sell) routed into CRM with Private Offer context attached.
Execute
Deal-Desk Agent governs registrations and channel conflict. Co-sell motion running against hyperscaler opportunities. Private Offers pre-staged and ready to deploy against MACC/EDP committed spend.
Measure
Analytics Agent produces split attribution: Revenue Engine (channel-sourced), Influence Engine (alliance-influenced), Transaction Layer (marketplace-transacted). One dashboard. All three motions. Board-ready by month 3.
AWS Marketplace listing live by Day 60
Split attribution across all three motions by Day 30
Channel Readiness Score
Know exactly where your program stands
The Assessment benchmarks your program across 5 dimensions and returns a 0–100 score with a prioritized 90-day roadmap — in 48 hours.
- 48-hour turnaround
- 5-dimension benchmark
- 90-day roadmap
- Free 30-min debrief
◆ EMERGING ◆
90-Day Priority
Deal & Pipeline Mgmt — No deal registration means no pipeline visibility
Why Frachannel
Built on three pillars most partner firms can't offer
Pipeline you can see and pipeline you can't
Most early-stage companies instrument partner-sourced revenue poorly and partner-influenced revenue not at all. Frachannel installs split attribution across channel, alliance, and marketplace within the first 30 days of every engagement. You stop under-reporting what alliances contribute. You stop losing credit for influenced deals.
One system, not two vendors
The incumbent model is a channel consultant and a separate alliance or marketplace consultant — working in parallel, with no shared scoreboard and no shared accountability. Frachannel delivers a single Partner OS that runs all three motions on one operating cadence, with one operator carrying one quota across all three.
Committed spend capture
Enterprise buyers have already signed AWS, Azure, and Google Cloud Enterprise Discount Program commitments. A deal transacted through the relevant hyperscaler marketplace burns those commitments — producing 30–50% faster close and material ACV uplift. Frachannel opens this motion for clients who don't yet have marketplace presence.
Maturity Model
Five stages. Where does your program stand?
Every company lands somewhere on this curve. The Assessment tells you exactly where — and what moves you forward.
"Most Series A SaaS companies score between 31–55 (Emerging). The Assessment benchmarks all three motions — channel, alliance, and marketplace — and identifies which dimension, in which motion, is holding you back most. That's the 90-day priority."
Built by an operator
Not a consultant. An operator.
2,500% indirect revenue growth. 127 partners placed in 24 months. Time-to-revenue cut from 93 to 31 days. Built across 20 years of enterprise SaaS and IT — at companies where channel was a real revenue line, not a slide in the deck.
"Frachannel doesn't run channel. It installs a Partner OS — channel, alliance, and marketplace — with one operator carrying a quota across all three motions and an agent fleet that delivers the execution a single human couldn't."
Pricing
Start with the Assessment. Build from there.
The Assessment benchmarks your channel, alliance, and marketplace readiness in one diagnostic. The retainer installs all three. Start with the Assessment.
Channel Readiness Assessment
48-hr delivery- ✓0–100 Channel Readiness Score across all three motions
- ✓Dimension-level benchmark: channel, alliance, and marketplace gaps identified separately
- ✓Prioritized 90-day roadmap — which motion to activate first, in what sequence
- ✓Band placement: Pre-Channel → Channel-Led (plus Alliance and Marketplace readiness indicators)
- ✓Free 30-minute debrief call with the Frachannel founder
LAUNCH
20 hrs/mo · 3-mo min · Pre-Series A
Channel program foundation + AWS Marketplace listing (Day 60) + Recruiter Agent (Day 90)
Most popular
GROWTH
40 hrs/mo · 3-mo min · Series A
Full channel + alliance motion + two hyperscaler marketplace listings + Enablement Agent + co-sell registration
SCALE
60+ hrs/mo · 6-mo min · Post-Series A
Multi-cloud (AWS + Azure + GCP) + GSI relationships + active ACE/IP Co-Sell + board-level attribution reporting
Assessment fee waived when a retainer is signed within 30 days.
Not right for everyone
Frachannel isn't right for every company. If you're still validating direct sales fit, your ICP shifts every 30 days, or your founder is closing every deal — channel is premature. Any firm that takes your money at this stage is selling you something you can't yet absorb. Come back when you have repeatable direct sales.