1. Recruitment: bring new partners in
Build and work the pipeline of new brokers, affiliates, agencies and platforms. Source lists in Clay, run sequences through Instantly and HeyReach, take the meetings, agree terms, and get them live in PartnerStack. You are doing your own prospecting.
2. Activation: get them to a first funded deal
Signing a partner is the easy part. Getting them to send a first deal, and then a second, is where most partner programs stall. Own the path from signed agreement to first submission to first funded deal, and set yourself a time limit on it.
3. Top partners management: keep them close and keep them informed
The partners who produce need real attention. Regular contact, honest feedback on what is converting and what is not, quarterly reviews, co-marketing, early sight of new products. A lot of this is teaching. A broker who understands what we lend against and who we lend to will send better deals, not just more of them.
4. The long tail: run it as a program
Most of the base will never justify a monthly call. Those partners still need to hear from us, so build the always-on layer that reaches them: segmented Customer.io journeys, newsletters, product and rate updates, reactivation campaigns, and self-serve material in the partner portal. Decide what good looks like for this group and measure whether the program is working.
5. Deal outcomes: own the channel’s number
Our AEs work the deals that partners send. You are still accountable for what happens to them. Chase deals that stall, unblock what is stuck in underwriting, make sure partners hear back, and fix routing when a deal sits with the wrong person. Close the loop with partners on declines and losses so their next submission is better.
6. Partner economics and commission
Commission is a share of the fees we earn, and the rate varies by partner. You will run the payouts, keep attribution accurate, and understand what each partner costs us against what they bring in. Bring us recommendations on which rates should change.
7. Reporting and forecasting
Own the weekly channel report and the forecast: applications, approvals, funded deals and originations, measured against plan. You will be the person who explains the number each week, including in the weeks it is bad.