If your partnership strategy is not having the impact you thought it would have, it’s easy to question whether you made the right hire. The real reason might be something totally different. 

Every ISV account wrestling with a build vs buy decision shows symptoms you can detect, catalog, and use to lead conversations. The friction points that push teams toward “buy” leave digital breadcrumbs across job posts, release notes, leadership changes, and technical documentation. The problem? Manually tracking these signals across hundreds of accounts doesn’t scale. 

The ISVs winning through ISV-OEM collaboration are not chasing pipeline. They are building ecosystems that expand reach, capability, and long-term growth.