LongVentures Advisory · Partner Nexus Program
The FORGE™ Framework
Alliance execution, module by module
FORGE™ turns a signed partnership into active co-sell pipeline. Five modules, each producing intelligence your team can act on the same day. Run one, or run all five in sequence — every module writes to the same Run ID, so each one builds on the last.
It starts with a 30-minute discovery session. If there is joint value in working together, we will invite you into the programme from there.
Modular architecture
Five modules. One Run ID.
Most alliance tooling makes you buy a platform and hope you use it. FORGE is built the other way round — each module is a self-contained piece of work with a defined output. You start where your partnership actually is.
Form
Joint ICP & market sizing
Establishes what a good shared account looks like before anyone argues about a target list. Defines the joint Ideal Customer Profile for the ISV × Cloud × SI combination, scoped to your geography and target company size, then quantifies the market that profile describes.
Produces
- Joint ICP across five firmographic and technographic criteria, with criterion 1 fixed to the target account size band
- Geographic TAM scoped to your target size, plus three SAM penetration scenarios
- Market dashboard — nested TAM/SAM visualisation with CAGR, addressable account count and average deal size
- A Run ID that every later module reads from
Optimize
Top 20 account scoring
Takes the ICP from Form and finds the twenty real companies that best match it, then scores each one so your team can argue about priorities with evidence instead of instinct.
Produces
- 20 named companies in your target industry and geography
- Each scored Pass / Partial / Fail against all five ICP criteria
- Overall fit rating — Strong / Good / Partial / Weak
- A co-sell action per account — Prioritise, Nurture or Disqualify
- Priority ranking table across all twenty
Refine
Partner presence & competitive intelligence
The module that answers the two questions deciding a co-sell deal: who already has a relationship, and who are we up against at each layer of the stack.
Produces
- Combined partner presence table across all twenty accounts, at product level — the specific products held at each account, not a yes/no
- Competitive position for the software layer — five competitors with threat rating, strengths, vulnerabilities and a displacement play
- Competitive position for the infrastructure layer — rival hyperscalers, migration and committed-spend levers
- Competitive position for the services layer — rival GSIs, boutique consultancies, and the client’s own in-house delivery capability
- Cross-layer threats — competitors attacking more than one layer, and the bundled alternative they pitch
- Account threat map across the full roster — incumbent named at each layer, risk rating, and a Displace / Co-exist / Expand / Defend action
- Competitive playbook for the top 5 accounts — they-say / we-say / proof table, landmine questions, reference to use, and the trap to avoid
Generate
Six go-to-market deliverables
Turns the positioning into assets. Not templates — finished documents, written against your named accounts and your three-partner solution.
Produces
- Conversation Analysis — discovery questions for the top 5 accounts (opening, pain, current state, vision, competitive), an objection/response table, a MEDDIC qualification framework, and next steps by priority tier
- Solution Brief — the combined offer, each partner’s role, the joint value proposition, the ideal deployment pattern
- Customer Presentation Deck — buyer-facing, structured slide by slide
- Technical Deck — architecture and integration, for the technical evaluator
- 90-Day Marketing Plan — campaign themes, content assets, channel plan, 30-day launch sequence
- Lead Generation & ABM Plan — target segments and buyer roles, lead sources with partner split, separate outreach sequences for the economic and technical buyer, qualification framework, lead routing and deal registration, funnel targets
Execute
Activation plan & Priority 5 pursuit
Narrows twenty accounts to the five worth a plan this quarter, and writes the plan.
Produces
- Joint activation plan across the three partners
- Priority 5 — the five highest-opportunity joint pursuit accounts, scored on a composite of ICP fit, Partner Nexus scoring and partner overlap
- A full pursuit plan for each of the five — team roles, weekly milestones, success criteria, risk mitigations
- Key buyer roles to engage per account
- Full-run usage report across every module
Why the Run ID matters
Every module writes into a single Run ID. Define your ICP once in Form, and Optimize scores against it, Refine profiles partner presence across the accounts Optimize ranked, Generate builds assets for the solution Refine positioned, and Execute plans the pursuit. Nothing is re-entered and nothing drifts. Every run also produces an itemised cost report — tokens consumed per module, API cost per step — against that same Run ID.
Deliverables
Everything your alliance team needs to execute
Every run produces a complete intelligence package — not a summary or a slide template, but documents your team can hand to sales, marketing and channel the same day.
Joint ICP Definition
Five firmographic and technographic criteria defining the ideal shared account for the ISV × Cloud × SI partnership, scoped to your geography and market size. Criterion 1 always specifies the target account size band.
TAM/SAM Market Dashboard
Nested-circle visualisation of your Total and Serviceable Addressable Market, with stat cards for CAGR, addressable account count, average deal size, and three penetration scenarios with partner revenue splits.
Top 20 Scored Accounts
Twenty real companies in your target industry and geography, each scored against all five ICP criteria, rated Strong / Good / Partial / Weak, and assigned a co-sell action — Prioritise, Nurture or Disqualify.
Partner Presence Table
A combined grid across all twenty accounts showing each partner’s presence at product level — the specific products held at each account, with unknowns marked as unknown rather than guessed.
Competitive Landscape
Per-layer competitive analysis: five competitors with threat ratings, strengths, vulnerabilities and a displacement play for the software, infrastructure and services layers. Closes with cross-layer threats and the joint moat.
Account Threat Map
The full roster assessed account by account — the incumbent named at each layer, a risk rating per partner, an overall verdict, and a Displace / Co-exist / Expand / Defend action. Plus clean-entry opportunities.
Competitive Playbook
Account-specific playbook for the top five — primary competitor, a they-say / we-say / proof table, landmine questions that expose competitor gaps, the reference to use, and the one trap that would hand over the deal.
Conversation Analysis
Discovery questions for the top five accounts — opening, pain, current state, vision and competitive — plus an objection/response table, a MEDDIC qualification framework, and next steps by priority tier.
Solution Brief
The combined offer in one document: each partner’s role, the joint value proposition, the capability split across all three partners, and the ideal deployment pattern. Written to be shared with your partners as-is.
Customer & Technical Decks
Two decks of paste-ready slide copy — one buyer-facing for the business case, one for the technical evaluator covering architecture, integration and security. Structured slide by slide, no reformatting needed.
Marketing Plan + Lead Gen
A 90-day joint campaign with messaging framework and three-tier ABM programme, plus separate outbound sequences for the economic and technical buyer with real subject lines, lead routing, deal registration and funnel targets.
Pursuit Plans — Priority 5
The five highest-opportunity joint accounts, scored on a composite of ICP fit, Partner Nexus scoring and partner overlap. For each: a 90-day pursuit plan with team roles, weekly milestones, success criteria and risk mitigations.
What is FORGE™
The complete alliance execution system — from ICP to pipeline
A repeatable system for executing a co-sell motion between an ISV, a Cloud Provider and a System Integrator. What an alliance team used to spend four to six weeks building through workshops and spreadsheets, FORGE delivers before the next partner meeting.
For Alliance & Partner Managers
Replaces weeks of ICP workshops, account research and document creation with a single run. Walk into your partner QBR with a complete go-to-market package.
For Three-Partner Alliances
Built for ISV + Cloud + SI specifically. Every output is framed around the three-partner joint solution, not a single vendor’s product.
Grounded in Real Market Data
Technographic data across 20M+ companies with real IT spend, install base and buyer intent. TAM and SAM calculated for your geography and market size, not global all-sizes estimates.
From Agreement to Pursuit Plans
Refine identifies where all three partners already have presence, surfacing the highest-probability joint wins with a ready-to-run 90-day pursuit plan for each.
Technology
Grounded data, visible provenance
FORGE combines live technographic data with structured multi-step reasoning. Where a figure came from is always stated.
HG Insights
20M+ companies with live technographic and buyer intent data. Install base, IT spend and product-level presence — queried company by company rather than estimated from an industry average.
Anthropic Claude
claude-sonnet-4-6 for analysis and synthesis, claude-haiku-4-5 for mechanical retrieval steps. Model tiering per step is why a full run costs what it costs.
Estimates are labelled as estimates
Each module states whether a figure came from a live technographic lookup or from model knowledge. You never have to guess which numbers you can put in front of a partner.
Start with a discovery session
Thirty minutes with Ron Long to work through where your alliance stands and how you want to accelerate its speed and precision. Not a pitch — a working conversation about your partnerships.
Where the session surfaces joint value, we will invite you to join the Partner Nexus Program. Where it does not, we will tell you that instead.
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