We conducted customer interviews to better understand the buyer personas, use cases, how the customer’s defined the solution, and how they found out about it. We then assessed the market landscape to identify potential partners. Based upon our customer interviews as well as working with the executive team we established very specific success criteria for a desired partnership. We evaluated potential partners based upon this criteria and refined our target list to a number of partners that had a significant customer base comprised of our target customers and had a successful track record executing on marketing partnerships. We developed a compelling pitch deck and successfully connected and established interest with several partner companies.