Partner Ops Is the Hidden Revenue Engine with Antonio Caridad

Most partnership teams do not fail because the strategy is wrong.

They fail because the operating system underneath the strategy is broken.

In this episode, Chris Lavoie sits down with Antonio Caridad, Senior Director of Partner Revenue Operations and Strategy at LogicMonitor, for a sharp, tactical conversation on what actually makes partner revenue scalable.

Antonio breaks down why partner ops is not “admin work.” It is the infrastructure that allows partner teams to prioritize the right partners, track the right data, build trust with Sales, improve attribution, and create a better partner experience.

The conversation gets into why bad data is more dangerous than no data, why “partners signed” is one of the worst vanity metrics in partnerships, and why loud, needy partners are often not your best partners.

They also unpack Antonio’s 4+1 Partner Ops framework: systems, programs, metrics, and enablement, all leading to partner experience.

Key topics covered:

• Why bad data leads to bad decisions

• Why “partners signed” is a vanity metric

• How to know when you need dedicated partner ops support

• Why internal alignment is the first domino

• Where attribution breaks down in partner programs

• How partner ops creates leverage across the revenue org

• Why partner experience drives customer experience

• How AI can help partnerships, if the data foundation is clean

• Why partner ops may become one of the most important roles in modern GTM

Core takeaway:

If partnerships want to be treated like a serious revenue function, they need to operate like one.

Not from six spreadsheets.

Not from vibes.

Not from “trust me, this partner is strategic.”

From clean data, clear systems, strong enablement, and a partner experience that actually supports revenue.

Guest: Antonio Caridad, Senior Director, Partner Revenue Operations and Strategy at LogicMonitor

Host: Chris Lavoie, Founder of Partnership Mastermind

Learn more about Partnership Mastermind:

https://www.partnershipmastermind.com/