Partnerships Playbook

Ben White's UK-based software development team is seeking a US partner to help them enter the American market and overcome timezone/regional challenges. The team is offering revenue-sharing partnership models to find local collaborators who can facilitate client relationships and market penetration.

Deliverect connects delivery platforms to restaurant systems across 50 countries by leveraging integration partnerships as a distribution channel instead of direct sales. Zhong Xu launched with a Wizard of Oz MVP, manually processing orders for 100 restaurants before writing code, then scaled to 80,000 restaurants and nearly $100M ARR by partnering with 10+ software companies who each brought 100 restaurants monthly. His strategy of opening 10 offices in one quarter during COVID to establish market leadership and always attributing leads to partners eliminated channel conflict and accelerated growth.

NOX was a nightlife app founded in 2015 by Jeremiah Lam and his cousins that allowed users to book club events and pre-order drinks. After struggling with the mobile app due to lack of technical expertise, the team pivoted to NOX Express, an e-commerce platform for alcoholic beverages built on Shopify, which reached S$250,000 in annual revenue at its peak. However, the startup ultimately failed due to lack of financial discipline, inability to compete with larger players like Redmart and HonestBee, and the founder's lack of confidence to scale.

Ombori, founded by Andreas Hassellof, provides digital experience solutions for physical spaces like retail stores, airports, and offices. The company evolved from a consultancy and m-commerce platform into a marketplace of IoT and digital transformation apps, pivoting during COVID to focus on occupancy control and queue management. Growth was driven primarily through strategic partnerships with Microsoft, Samsung, Avanade, and ITAB, which provided access to major brands and C-level decision-makers.

Photobooth Supply Co, founded by Brandon Wong and his wife, grew from a side project fixing portable photo booth designs into a six-figure per month business. After launching at a major trade show with hand-built prototypes in just three weeks, they expanded beyond hardware sales into a complete business opportunity platform, leveraging trade shows and SEO as primary growth channels. After 8 years, they've bootstrapped to $100k-$500k monthly revenue with 97% customer satisfaction while serving over 1,000 customers.

Realdefense is a consumer cybersecurity and privacy platform that generates ~$70M in annual revenue with $20-25M EBITDA. Founded in 2003 by Gary Guseinov, the company was taken public but later declined; Gary bought it back in 2017 for under $10M (~1x ARR when it was at $7M) and rebuilt it through an acquisition-driven strategy. The platform monetizes partner user bases through software subscriptions, telemetry-driven product offers, and cross-sell expansion of security tools like VPN, identity protection, and device optimization.

Swoop is a group transportation marketplace founded by Amir Ghorbani that connects users with party buses, limos, and charter buses. Starting from Amir's family limousine business and evolving from an on-demand Uber-for-groups model to a marketplace platform, Swoop grew through grassroots marketing, influencer partnerships, and strategic partnerships with wedding venues—which became their largest revenue stream. The company has since secured pre-seed funding and is expanding into fleet management software for transportation operators.

Klaviyo is a marketing and customer data platform for B2C businesses that has grown to nearly $1B in revenue with millions of customers. The company's pivotal partnership with Shopify was instrumental to its success and expansion from SMBs to enterprise markets. Klaviyo went public and became an indispensable tool for e-commerce businesses.

Plaid is an API platform that provides secure access to financial data for fintech and financial services companies. Founded by Zach Perret, the company achieved a $2.7B valuation in its Series C round (February 2019) and subsequently raised Series D at a $13.4B valuation in 2021, establishing itself as a central infrastructure provider in the fintech ecosystem.

ServiceNow is a major SaaS platform that has scaled significantly through strategic partnerships. The company is focused on leveraging partners as a fundamental mechanism to scale beyond $10B in revenue.

Ecom Pilot is a pre-launch SaaS product research tool for dropshippers built by a 20-year-old degree apprentice working full-time as a software engineer. The founder has secured partnerships with complementary tool builders currently raising a Series A. The project remains in early stage with no public revenue or customer metrics available.

LifeAid is a beverage brand founded by Aaron Hinde that positions itself as a vitamin drink alternative to traditional energy drinks like Red Bull and Monster. The company grew from zero to $100m+ in valuation by distributing through CrossFit gyms as their primary channel.

The Lip Bar is a lipstick brand founded by Melissa and co-founder Rosco Spears. After appearing on Shark Tank, the founders pitched their product to Target and launched a new color on Target's online store in 2016. The company has since expanded to 500 Target store locations and continues to grow despite pandemic-related challenges.

Daniel Lubetzky founded KIND after learning that customers buy products they love, not causes—a lesson from his failed mission-driven PeaceWorks company. KIND became a breakthrough snack bar made of whole nuts, fruits, sea salt, and chocolate in innovative transparent wrapping, achieving distribution through retail partnerships and sampling in places like Starbucks. The company was acquired by Mars in 2020 for $5 billion.

PestShare is an on-demand pest control platform embedded directly into property management software, charging apartment residents $5 a month. Founded in 2019 and bootstrapped initially, the company achieved $10M ARR by 2025 and closed a $28M Series A at a $100M valuation, growing from $1M (2022) to $5M (2024) to $10M (2025) by embedding into lease agreements rather than selling direct to residents.