Building ecosystems that drive partner-led growth
The companies that win in enterprise software build ecosystems. I help senior leaders design the partner strategy and go-to-market architecture to do exactly that.
Get in Touch
The companies that win in enterprise software build ecosystems. I help senior leaders design the partner strategy and go-to-market architecture to do exactly that.
Get in TouchI work where partner ecosystems meet revenue — helping leadership teams build the structures, relationships, and go-to-market motions that turn partnerships into a compounding growth asset.
Designing the ecosystem foundation — partner tiers, incentive structures, revenue attribution, and the operating model that makes partner-led growth scalable and measurable.
Building and executing AWS, Azure, and GCP co-sell motions and marketplace listings — from listing strategy through field activation and pipeline co-development with cloud teams.
Structuring joint go-to-market with global and regional systems integrators — aligning incentives, practice development, enablement, and deal registration to drive consistent partner-sourced revenue.
Designing technology partnerships and OEM integrations that expand reach, deepen product value, and create durable ecosystem lock-in — from commercial structure through technical and go-to-market alignment.
Sharpening how you go to market — segmentation, ideal customer profile, channel mix, direct vs. partner balance, and the route-to-market architecture that matches your stage, motion, and growth goals.
Nick Cayou
Founder & PrincipalI've spent over 20 years in the field — not in an advisory capacity, but as an operator. Building partner programs from the ground up. Running global ecosystem teams. Closing hyperscaler co-sell deals. Negotiating GSI and OEM agreements that moved the needle.
That experience spans some of the most consequential enterprise software companies of the past two decades, including high-growth startups that successfully scaled through partner channels.
Flatiron Collective is a boutique, independent practice — which means you work directly with me, not a team of junior associates. The work is direct, practical, and grounded in what actually works.
If you're a senior leader thinking through ecosystem strategy, partner-led growth, or go-to-market architecture — I'd welcome the conversation.