How we created an Actionnable Plan for a Hospitality Startup who did not tap into Partnerships

1. Overview

A fast-growing startup in the hospitality industry had already proven product-market fit, however, one crucial lever for growth remained underutilised — Partnerships.

The goal? Turn integrations and collaborations into a consistent revenue channel and build a partnership engine that would scale with the company’s ambitions through 2025.

Here is the step-by-step framework used:

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2. Challenge

Despite having technical integrations with leading Property Management Systems (PMS), the company struggled to:

• Generate revenue from existing partnerships.
• Create two-way collaboration models that added value on both sides.
• Build internal capacity and processes for partner acquisition and management.
• Focus on key markets for growth

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‍3. Approach

The startup partnered with Bond Agency, tapping into the Bond Collective, a curated network of Senior Partnership experts, with wide experience working in SaaS, and Hospitality Tech industry. The dedicated team from the Bond Collective led by Robin and Hyppolyte delivered a “Partnershift-as-a-Service” program — combining strategy, enablement, and systems to start partnerships efficiently.

The objective was to:

• Align partnerships with revenue goals.
• Build a structured program to onboard and grow partners.
• Train internal teams for sustainable execution.

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‍4. Framework

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Step 1: Workshop

• Audited existing partnerships and integrations.
• Identified new strategic opportunities in target markets.
• Aligned internal objectives and resources.

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Step 2: Strategy & Execution Tools

• Strategy Deck with clear vision, goals, and actions.
• 12-Month Roadmap broken down by month.
• P&L & RICE Models for ROI analysis and prioritisation.
• Partner Mapping: Key players in the ecosystem (PMSs, channel managers, agencies).
• Notion Workspace: A dedicated partner management hub.
• Partner Playbook: Tactics for acquiring, onboarding, activating, and tracking partners.

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Step 3: Presentation of Deliverables

Review and explanation of the plan and resources created for the client, along with adjustments to ensure successful implementation.

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Step 4: Training & Autonomy

• Coaching sessions for internal ownership.
• Implementation plan aligned with current team resources.

Over the course of 3 weeks and several online meetings with the client, the team successfully created supporting documents with an actionable plan and framework, while also reviewing and updating the content to align with the client's expectations.

To make the plan manageable, we recommended a weekly 3-hour partnership ritual:

• Session 1: Analyse partner leads and optimise performance.
• Session 2: Prospect and co-create content with/for partners.

This helped the company focus on quick wins while staying strategic and aligned.

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‍5. ‍Outcome

With the Partnership Strategy in place, the company now:

• Has a clear roadmap and scalable systems for managing partners.
• Can monetise existing integrations more effectively.
• Can dedicate time weekly to nurture partner relationships and generate leads.
• Is building an ambassador network in the hospitality space.
• Is fostered a partnership-first mindset internally.

Conclusion: Why Partnership Strategy Is Non-Negotiable

Too many startups jump into partnerships reactively — chasing logos or integrations without a plan. This case proves that a strong foundation, clear goals, and internal rituals can unlock partner-led growth with speed and focus.

Strategic partnerships aren’t just about who you integrate with — they’re about how you collaborate, measure, and scale.