RevOps Lab21 Apr 2025

#77 Building Partner Operations from Scratch – with Hassan Irshad, CEO of RevInfinity

Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops. From building channel ecosystems from scratch to enabling partners and tracking ROI, Hassan walks us through the operational frameworks and tooling that power modern partner programs—and explains why it’s time for RevOps teams to stop ignoring this high-impact lever.

We cover:

What Partner Operations is and why it's a strategic RevOps pillar
How partnerships accelerate deals, increase ACV, and improve win rates
Common partnership models (referrals, integrations, strategic alliances)
How to measure partner-influenced vs. partner-sourced pipeline
Tools of the trade: PRMs, Salesforce integrations, and Crossbeam
Avoiding channel conflict and designing fair compensation structures
The 3 tips every RevOps team should know before launching a partner motion

Hassan Irshad on LinkedIn: https://www.linkedin.com/in/hassan-irshad-5b0a6840/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Introduction

(00:02:21) What is Partner Ops and Why It Matters

(00:05:39) The Shift in Buyer Behavior & the Role of Ecosystems

(00:07:46) Case Study: Building Partner Ops at Fundraise Up

(00:10:37) When to Start Thinking About Partner Ops

(00:13:53) Partner Models Explained: Referral, Channel, Integration, Strategic

(00:18:42) How to Track Attribution, Compensation, and ROI

(00:22:20) Partner Enablement and the Role of PRMs

(00:25:08) Common Challenges: Alignment, Visibility, Data Chaos

(00:32:00) Designing Incentives & Avoiding Channel Conflict

(00:36:00) Top 3 Tips for Getting Started in Partner Ops
(00:39:00) Book Recommendation: Ecosystem-Led Growth by Bob Moore

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