Tomas Kracmar
8228ed55c4
New section: 'When to Partner Commercially: The Partnership Doctrine' Addresses the practical reality of a 5-person consultancy growing to 15-20: where open-source wins, where commercial wins, and the decision framework for choosing between them. Partnership Decision Framework: - Capability (24/7 eyes-on-glass = partner) - Compliance (audit demands vendor logo = partner) - Scale (>5,000 endpoints = partner) - Time to value (<30 days = partner) - Margin (recurring revenue without proportional labour = partner) - Differentiation (partner makes us generic = refuse) Tier 1 Strategic Partnerships (deeply integrated): - Huntress: Managed EDR for 24/7 coverage we cannot staff - Thinkst Canary: Enterprise deception, high margin, low touch - Tenable: Compliance-auditable VM for regulated clients Tier 2 Situational Partnerships (deploy as needed): - Delinea (PAM), KnowBe4 (awareness), Veeam (backup), Proofpoint/Mimecast (email gateway) Tier 3 Consultant Productivity (not resold): - Burp Suite Pro, Cobalt Strike/Sliver, training Also documents what we REFUSE to partner with (all-in-one platforms, generic SIEM, opaque AI startups, M365 management competitors) and provides a Year 1 vs Year 3 partnership portfolio roadmap.