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Franz-Josef F M Schrepf
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The Book on Partnerships: How Startups Work With Partners To Sell More, Add Features, And Get Acquired. Paperback – August 5, 2024

5.0 out of 5 stars 50 ratings
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The Book on Partnerships is a practical guide on what partnerships are and how partners can help your startup beat the competition.

The right partnerships can make or break your business. I learned this lesson the hard way when one of my first partnerships nearly ended in a lawsuit. Yet soon after, our company, Hopin, formed hundreds of successful partnerships that fuelled our meteoric rise. Within two years, Hopin was valued at $7.75 billion, which earned us the title of “Europe’s fastest growing startup of all times”.

The Book on Partnerships is the summary of hundreds of expert sources and real-world examples. There is no hidden agenda, no pitch for expensive software, and no upsell for a $2,000 course at the end. This is the resource I wish I had when I knew nothing about partnerships.

It doesn’t matter whether you are a founder, entrepreneurial employee, or just curious about partnerships. This book will teach you how to create a partner strategy, find the right partners, drive more sales, expand globally, avoid channel conflict, forge alliances with industry giants, and get your startup acquired.

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  1. Print length
    243 pages
  2. Language
    English
  3. Publication date
    August 5, 2024
  4. Dimensions
    5.25 x 0.55 x 8 inches
  5. ISBN-13
    979-8991288804
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From the Publisher

Create a partner strategy that drives more sales and beats the competition.

Quote from Nelson Wang, Head of Partnerships at Airtable

Quote from Asher Mathews, CEO of Partnership Leaders

Quote from Jared Fuller, Author of NEARBOUND and the Rise of the Who Economy

Author Bio: Director of Strategic Partnerships at Hopin

Editorial Reviews

Review

What Experts Say About The Book on Partnerships

"A high-density, fast-paced read by one of our industry's most enthusiastic champions."
— Jay LeBoeuf, Head of Business Development & Partnerships, Adobe

"Where was this book when I started working with partners? It's your roadmap to unlocking new opportunities and accelerating growth with partnerships."
— Shay Howe, Chief Marketing Officer, ActiveCampaign

"At G2, our entire business is built around trust. This book will teach you how to build trusted relationships at scale."
— Christine Li, VP of Global Partnerships, G2

"ROI, unit economics, and profitable growth. If any of these matter for your business, you need to invest in partnerships. This book is your guide."
— Greg Portnoy, CEO, Euler

"Partners are essentially customers in disguise. This book isn't just about partnerships; it's about boosting your business by embracing those partners who truly understand and appreciate your customers."
— Daniel O'Leary, Senior Director of Partnerships, Box

"Product Led Growth and Sales Led Growth motions are amazing, yet true growth and acceleration by 3X and 4X comes from partner-led motions. Just look at Salesforce, AWS, Google, and Microsoft. Partnerships require deep work and collaboration beyond the initial executive alignment. Franz's book is a great place to learn how."
— Olga Lykova, Head of Partnerships, North America, monday

Product details

  • ASIN ‏ : ‎ B0DC6CH4LJ
  • Publisher ‏ : ‎ The Publishing Ship (August 5, 2024)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 243 pages
  • ISBN-13 ‏ : ‎ 979-8991288804
  • Item Weight ‏ : ‎ 9.9 ounces
  • Dimensions ‏ : ‎ 5.25 x 0.55 x 8 inches
  • Customer Reviews:
    5.0 out of 5 stars 50 ratings

About the author

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Franz-Josef F M Schrepf

Franz-Josef F M Schrepf

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Franz-Josef Schrepf is best known as the Director of Strategic Partnerships at StreamYard and Hopin, a live streaming and virtual events company which Sifted called "Europe's fastest growing startup of all time."

He is a frequent contributor and speaker on the topic of partnerships on podcasts, blogs, events, and conferences as well as the host of one of the most popular LinkedIn Live partnership podcasts, The Partner Ship.

Originally from Germany, Franz-Josef lives with his wife and daughter in San Francisco where he is one of the Bay Area chapter hosts of the Partnerships Leaders community.

Customer reviews

5 out of 5 stars
50 global ratings

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Customers say

Customers find the book provides invaluable insights, with one mentioning its useful frameworks for various situations. Moreover, the readability receives positive feedback, with customers appreciating its easy-to-read tone and one noting it's concise enough to be read over a weekend.

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20 customers mention "Insights"20 positive0 negative

Customers find the book provides valuable insights, with one customer noting how it blends storytelling with practical advice.

"...I loved this book’s simple and tangible frameworks that both seasoned and new partnerships people can get value from...." Read more

"...Franz-Josef Schrepf does a masterful job of taking years of learnings from top partnerships leaders like Peter and Greg Portnoy as well as his..." Read more

"...You'll fly through this book and learn plenty along the way. Well done Franz-Josef - I'm buying a copy for members of my team." Read more

"Great book for early stage companies." Read more

13 customers mention "Readability"13 positive0 negative

Customers find the book enjoyable and easy to read, with one customer noting it's concise enough to be finished over a weekend.

"...I loved this book’s simple and tangible frameworks that both seasoned and new partnerships people can get value from...." Read more

"This book is too damn good. If your company has partnerships, this is a must read...." Read more

"...down into simple frameworks, and tied together with a fun, easy to read tone. You'll fly through this book and learn plenty along the way...." Read more

"...It’s full of insights yet concise enough to be read over a weekend - this will now be a go to required reading for new business development and..." Read more

An eye-opening, straightforward guide to mastering successful partnerships
5 out of 5 stars
An eye-opening, straightforward guide to mastering successful partnerships
I follow Franz on LinkedIn because his posts about partnerships are always spot-on - I always pick up something useful. This book takes a deep dive into the challenges of building successful partnerships, and it's a must-read for anyone in business. I used to think I had a good handle on partnerships, but this book showed me what I was missing. Now I see why some of my past collaborations didn’t work out - the strategies were totally off. With what I’ve learned, I feel more confident about tackling future partnerships with the right approach.
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Top reviews from the United States

  • Jared G
    5.0 out of 5 stars Insightful, actionable, up to date
    Reviewed in the United States on January 19, 2025
    Verified Purchase
    I’m new to the partnerships world. A lot of other books speak in platitudes or anecdotes from old times that don’t feel particularly relevant. I loved this book’s simple and tangible frameworks that both seasoned and new partnerships people can get value from. I also appreciated how clearly the author laid out his thought processes throughout the book. A lot of authors or tight leaders speak in generalities, but the real value of the book was learning how to think like a partnerships pro.
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  • Erika
    5.0 out of 5 stars Must read
    Reviewed in the United States on November 7, 2024
    Verified Purchase
    This book is too damn good.

    If your company has partnerships, this is a must read.

    Franz-Josef Schrepf does a masterful job of taking years of learnings from top partnerships leaders like Peter and Greg Portnoy as well as his personal experience learning partnerships from scratch all into one book.

    Things like:
    - strategy
    - when to partner and when to walk away
    - how to have the best chance of success post close
    - how to evaluate opportunities
    - how to make partnerships acelarate scale for your startup

    And so much more. It’s so good I read half of it in one sitting. Only thing that stopped me was it being midnight and needing some sleep.

    Thank you for taking the time to put this on paper. Made me even more excited to be in the partnerships space and to keep building a career here.
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  • Ben J.
    5.0 out of 5 stars A really well crafted and fun 101 on Partnerships
    Reviewed in the United States on November 18, 2024
    Verified Purchase
    I've worked in technology partnerships for a little over 10-years, but often I still find it difficult to explain the fundamentals of partnerships to team members or folks outside the profession.

    This book by Franz-Josef is a great articulation of how partnerships work in technology companies - broken down into simple frameworks, and tied together with a fun, easy to read tone. You'll fly through this book and learn plenty along the way.

    Well done Franz-Josef - I'm buying a copy for members of my team.
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  • David
    5.0 out of 5 stars Great book for early stage companies.
    Reviewed in the United States on March 13, 2025
    Verified Purchase
    Great book for early stage companies.
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  • Jay L
    5.0 out of 5 stars A Weekend Read that transforms how you think about partnerships
    Reviewed in the United States on August 7, 2024
    Verified Purchase
    I’ve been in partnerships for over 15 years, and one consistent frustration has been the lack of a comprehensive resource for new partner managers.

    While there are some books available, they typically reflect the perspective of a single author. To truly grasp the complexities of partnerships, you often need to compile insights from hundreds of different sources. And use TONS of real-world case studies. Partnerships are messy after all.

    This book changes that! The author has written the perfect foundational guide for anyone interested in partnerships. Each chapter is packed with references to additional resources for those who want to dive deeper. It’s full of insights yet concise enough to be read over a weekend - this will now be a go to required reading for new business development and partnership hires at Adobe.
    One person found this helpful
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  • Ross wagner
    5.0 out of 5 stars Great Read If Your Starting A Channel Program
    Reviewed in the United States on December 13, 2024
    Verified Purchase
    Tons of great information you can use in real life and I definitely need to re read it and take some more notes! Extremely helpful in the channel and world of partnerships!
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  • Yuda
    5.0 out of 5 stars Great read, really helpful and useful
    Reviewed in the United States on October 13, 2024
    Verified Purchase
    In the past few years I've read many business books. This is by far the one with the best balance of usefulness and readability. It's simply enjoyable to read.

    I'd highly recommend this to anyone in their partnerships journey - I'm planning on reading it at least 1-2 more times, and keep it next to my work station.
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  • Sam Bhattacharyya
    5.0 out of 5 stars Actually quite helpful, enjoyable and quick to read
    Reviewed in the United States on August 13, 2024
    Verified Purchase
    I'm running a startup, so I don't get much time to read books, but this book was actually super helpful - it was quick and enoyable to read, because it does a good job of combining (1) Actual concrete examples from the author's experience and (2) Making the points and examples super relevant (at least me for as a startup founder), when it comes to understanding the thought process of large companies when it comes to build/buy, and how partnerships can help neutralize risks to a startup (and what you can do to put things in your favor). Enjoyable, helpful, practical!
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Top reviews from other countries

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  • Sudhi
    5.0 out of 5 stars Must read for Partnership Professionals
    Reviewed in India on August 20, 2024
    Verified Purchase
    Brilliant writing, Franz.

    The book is unputdownable. Deep insights, convincing concepts and brilliant storytelling.

    Guess what, I was suffering from the shiny partner syndrome so your thoughts resonated 100%.
    There's so much to learn from the book. I would recommend it to everyone in partnerships.

    Thanks for the great work, Franz!
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  • Hippolyte
    5.0 out of 5 stars Incontournable pour comprendre les enjeux des partenaires B2B
    Reviewed in France on September 3, 2024
    Verified Purchase
    Franz-Joseph détaille les bases des partenariats, expliquant pourquoi et comment les entreprises doivent collaborer pour réussir. Ce livre est une mine d’or pour comprendre les différentes formes de partenariats, avec des études de cas montrant comment des collaborations bien orchestrées peuvent transformer une entreprise.

    👉 Mon avis : L'approche de Franz-Josef sur les types de partenaires selon les fonctions en entreprise (Marketing, Produit, Stratégie, Sales & CSM) est devenu ma référence.
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  • Mikel
    5.0 out of 5 stars For Partnerships Lovers! And The Ones going into Partnerships
    Reviewed in Germany on September 9, 2024
    Verified Purchase
    Enjoyed it by ready « The Book on Partnerships: How Startups Work With Partners To Sell More, Add Features, And Get Acquired. » by Franz-Josef Schrepf

    Why it is great; he is not selling a product; he is teaching you partnerships

    Insights include the following:

    1. The 4C Framework: This typically refers to Customers, Capabilities, Culture, and Commitment. In partnerships, startups and corporations need to ensure alignment in these areas to create a solid foundation for collaboration. It emphasizes the importance of understanding how both sides can contribute resources and value.

    2. Partnership Timing (Not Day 0): The book advises against jumping into partnerships from day one. It suggests that startups should first establish their product, value proposition, and internal processes before engaging with external partners. This way, the startup has a stronger foundation and clearer vision to negotiate and build more meaningful partnerships.

    3. IPP (Ideal Partner Profile): This is about identifying the right partners—those who complement the startup’s goals, fill strategic gaps, and bring value beyond simple capital or market access. The IPP ensures that startups focus their efforts on creating relationships with partners who will provide sustainable and long-term benefits.

    Especially liked the pyramid (from the easiest type of partnership to the most difficult one!)
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  • Amazon Customer
    5.0 out of 5 stars Solid book without the fluff
    Reviewed in the United Kingdom on September 26, 2024
    Verified Purchase
    Very clear, no fluff and no angle to push everything towards a course. Lots of references to good materials and a lot of the advice I've seen first-hand in partnerships.

    Gets to the essence of what it means to be a partnership professional in todays SaaS environment and how to make a clear case for a domain that is very much misunderstood by wider GTM teams
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  • Thomas
    5.0 out of 5 stars Guide to building win-win partnerships
    Reviewed in Spain on August 12, 2024
    Verified Purchase
    I run a marketing newsletter and am always on the lookout for new ways to grow my subscriber list and business. Partnerships always sounded like a good opportunity, but I never understood how to implement them in practice until I read "The Book on Partnerships".

    Franz really broke the topic down into its most fundamental parts. I found especially useful the part "what to look for in marketing partners".
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