The Partner Workbook is the single document that runs a
hardware partnership — copy the
FlowFuse Partner Workbook template
per partner. It is a first-class asset of the engagement, alongside the
Partner Stages.
Like the PoV workbook, it is the through-line across the whole partnership: each
stage produces or executes a portion of it.
Completed workbooks live in the partner
Drive folder
and are shared with the partner.
| Stage | Portion of the workbook |
|---|
| Qualify & Fit | Overview (partner, team, economic buyer) + Fit & Use Case (thesis, value exchange, forcing function, success criteria) |
| Feasibility & Certification (the gate) | Certification — device + reference architecture, the access-provisioned gate, integrator roles, cert checklist, blockers |
| Joint Offer & Commercial | Overview → Joint Offer + Commercial Model |
| Legal | Overview commercial / legal status |
| GTM Launch | Plan → post-launch |
| Throughout | Plan (gates + schedule), Timeline (execution Gantt), Questions |
| Tab | What it's for | Why it matters |
|---|
| Overview | The partner, the team (Partner Lead · Solutions Engineer · Marketing · Technical Contact, mirrored FlowFuse ↔ partner), the joint offer + commercial model, and key links. | One place for who's involved and what the deal looks like. |
| Fit & Use Case | The "better together" thesis, the value exchange, the forcing function, and partnership success criteria. | Anchors the partnership to real value and a named customer — not just a cool integration. |
| Certification | The device + reference architecture, the access-provisioned gate, integrator roles, the cert checklist, and known blockers. | The technical gate — the roadblock that sinks partnerships when it's skipped. |
| Plan | Pre-partnership gates, the stage schedule, and post-launch. | Turns "let's try it" into gated, owned, dated work. |
| Timeline | An execution Gantt that begins at technical confirmed. | You can't schedule a partnership until the technical is proven. |
| Questions | Async Q&A — technical / commercial / legal. | Keeps blockers visible instead of buried in email threads. |