RouteWorks combines 25 years of hands-on partner program design and global operations with AI-assisted assessment tools to diagnose what's broken, quantify the cost, and deliver a scored remediation roadmap. Faster and more accurate than traditional consulting. Built by an operator, not a strategy firm.
Most B2B software companies route 40-80% of revenue through partners. Yet partner operations are managed with inherited processes, disconnected tools, and tribal knowledge. When PE firms acquire these companies, they inherit the same blind spots.
The cost isn't theoretical. It shows up in partner churn, margin leakage, misallocated incentives, and growth targets that miss because the channel can't execute.
A structured diagnostic across 10 operational domains, scored on six dimensions most assessments miss. AI-assisted analysis calibrated by 25 years of operational pattern recognition. Output: a maturity scorecard, risk register, and prioritized roadmap your team can actually execute. Full assessments in 2-4 weeks, not 8-12 weeks.
Partner ecosystems create concentration risk, integration complexity, and revenue exposure that financial diligence routinely misses. We assess partner programs the way operators run them, not the way consultants model them. Strategic intent is derived from PE deal team inputs, not management self-reporting, so findings are calibrated to what the investment thesis actually requires.
The right product sold through the wrong route underperforms. We design partner program architecture, economic models, and operational systems that match how your market actually buys. Seven route types. Two public sector overlays. No generic playbooks.
Commercial due diligence on partner-heavy acquisitions. Post-close partner program optimization. Operating partner advisory on channel economics and integration risk. We speak the language of deal teams, not just channel teams.
Partner program assessments and redesigns. Route-to-market strategy for companies entering or expanding indirect channels. Operational fixes for programs that have outgrown their infrastructure.
Every RouteWorks engagement applies the 6-Dimension Partner Systems Assessment Framework, a structured methodology built from two decades of running partner programs across every route type and geography. Six dimensions because partner programs fail in six distinct ways, and most assessments only look at three.
Explore The 6D Assessment in full →Engagements are scoped to the complexity, route mix, and timeline of each situation. These are the three most common entry points.
Structured intake of your strategic intent, product competitive position, and active route types, run through the RouteWorks Cascade Engine. Produces incentive architecture and channel design recommendations with trade-off options. The fastest way to get directionally correct before committing to a full engagement.
A structured 6D evaluation across your active route types. AI-assisted assessment with operator validation, scored across all six dimensions. Delivers a maturity baseline, financial impact summary, and a prioritized action roadmap. Designed for companies that need a defensible diagnosis without a multi-month commitment.
All 10 operational domains. Stakeholder interviews. Competitive benchmarking from the RouteWorks Partner Program Intelligence Library. For companies running a full program evaluation or PE firms assessing a partner-heavy acquisition on deal timeline. Output is designed for executive presentation and investment committee review.
Partner programs aren't generic. A reseller program and an MSP program have fundamentally different economics, processes, and partner expectations. We apply route-specific modifiers to every assessment because generic findings produce generic recommendations.
We don't build partner portals or implement PRM software. We don't run marketing campaigns or generate leads. We don't do staff augmentation or provide interim channel chiefs.
We assess, advise, and architect. Then your team executes, or we help you find the right people who will.
RouteWorks is led by Roy Borden, who has spent 25 years doing one thing: designing and operating efficient go-to-market through properly aligned partner leverage. Not theorizing about it. Building the models, deploying them across six continents, and running them at scale.
For most of that career, Roy did this by assembling and leading large, complex teams. He built partner-led operating models in regulated markets, emerging economies, and enterprise software environments where the partner ecosystem was the primary revenue engine. The work spanned every route type: distribution, resell, OEM, MSP, systems integrators, federal, and marketplace.
The combination of deep operational experience and AI-assisted delivery is what makes RouteWorks different. Not one or the other. Both.
Most engagements start with a 30-minute conversation. No pitch deck. No pressure. We'll discuss your situation, identify whether RouteWorks is the right fit, and outline what a first step looks like.