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Repair Windows errors before they cause bigger problemsFix Now →Scan for outdated or missing drivers - takes under a minuteDriver Scan →Enterprise software providers should build partner ecosystems around the customer problems they can solve—not the number of partners they can recruit. In a January 22, 2026, ChannelPro opinion article, Matthew Brandt, Workday’s senior vice president of global partners, argues that a curated partner economy works only when it fits the provider’s strategy and its capacity to maintain a consistent customer experience.
Why partner count is the wrong target
Brandt’s central distinction is between growing an ecosystem and building one with a purpose. Enterprise customers, he argues, increasingly expect their core platform provider to help address broader business problems, potentially across areas such as HR and finance. A software platform can serve as an anchor for solutions delivered with partners.
That is a strategic argument, not a quantified market finding: Brandt’s article does not provide statistics or independently test how customer expectations are changing. Its practical implication is that a partner should be included because it helps address a relevant customer need and can meet the provider’s expectations—not simply to make the ecosystem larger.
What a purpose-built partner economy requires
Curate to protect customer experience
Partners represent the platform provider to customers. Brandt warns that onboarding partners faster than the company can govern, activate, support, and maintain them can undermine service consistency. The size of the partner pool should therefore reflect the organization’s capacity to support it.
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Brandt cites Workday’s Global Partner Program standards as an example: in his account, activated partners meet a common bar for service delivery and end-user experience. This is the author’s description of Workday’s program, not an independent audit of its standards or results.
Make partners part of company strategy
Expanding a partner economy should be an explicit company-level decision, backed by visible senior-leader commitment. Brandt recommends coordinating product, services, marketing, and sales so partners can be involved in solution design, delivery, and sales. Training and incentives matter too: teams need both the capability and motivation to work with partners.
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Build the operating foundation first
Brandt identifies three readiness checks before broad expansion:
- Deep customer understanding: Know the problems customers need solved and how those needs may develop.
- Mature infrastructure and organizational stability: Ensure the business can manage a broader ecosystem rather than treating onboarding as the whole job.
- Consistent, comprehensive customer service: Keep customer experience central as partners participate in delivering solutions.
He specifically names programs, systems, tools, back-end systems, and incentives as foundational elements. If these are not ready, adding partners risks exceeding the organization’s ability to activate and support them well.
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A practical way to decide whether to expand
The following criteria translate Brandt’s recommendations into an implementation check. They are synthesized decision criteria, not a validated scoring model; the article does not prescribe numerical thresholds.
- Customer fit: Identify the customer problem the partner would help solve, including whether the partnership supports likely future needs.
- Quality and service consistency: Define the standard a partner must meet to deliver an experience consistent with the platform provider’s expectations.
- Internal capacity: Confirm the teams, governance, activation process, and support resources needed to maintain that standard.
- Strategic alignment: Establish executive sponsorship and coordinate product, services, marketing, and sales around the partner’s role.
- Operational maturity: Check that programs, systems, tools, back-end processes, and incentives are prepared for the added work.
If a proposed addition has customer fit but the company lacks the capacity or operating foundation to support it, the case for expanding now is weak. The decision is not simply whether a partner is attractive; it is whether the organization can integrate that partner without compromising customer service.
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What the argument does—and does not—establish
Brandt’s recommendation is a customer-first strategy perspective, not a comparative study of partner models. He offers no quantified results, named alternative programs, or evidence that a particular ecosystem size produces better outcomes. His conclusion is that partners and programs are means, not ends: as he puts it, “Building a curated, strategic partner economy is simply one more component of a customer-first strategy.”
For technology providers, the useful test is whether each ecosystem decision advances a customer need and whether the business can deliver on the resulting promise. Partner volume alone cannot answer either question.
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