Table Table 1 Go-to-market & pricing 6 September 2026

What does partner-led growth mean?

Object	Question	What it does not prove
Partner activity	What did the partner do?	That the activity created demand
Partner-sourced booking	Which route received booking credit?	That the route was incremental
Partner-led motion	Which partner action changes access, capability, or next step?	That the motion is profitable
Channel economics	What revenue and contribution remain after route costs?	That direct route would not have won
Incremental growth	What outcome exists because of the partner route under a comparison?	That every partner is additive

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Source: Table from this essay. Sources and interpretation are given in the article.

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What is partner-led growth? A channel needs a counterfactual

Partner-led growth is a route with access, capability, and economics to test. Count incremental outcomes, not partner names, bookings, or logos.

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Isoglu, S. (2026). What does partner-led growth mean? [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-partner-led-growth-fig01/

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@misc{isoglu-2026-what-is-partner-led-growth-fig01,
  author = {Isoglu, Sinan},
  title = {{What does partner-led growth mean?}},
  year = {2026},
  howpublished = {Table 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-partner-led-growth-fig01/},
  note = {From the essay {What is partner-led growth? A channel needs a counterfactual}}
}

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