705 - Being a certified partner is not a business.
Your certification feels like the asset. It is closer to a rented seat on someone else's platform, and AI is quietly pulling the chair out from under it. In this episode, I break down a conversation with a peer of mine, an ex-client who built a Zoho consultancy from scratch, kept a strong team, and retains clients better than almost anyone I know, and still cannot sell the thing he built. So he is starting a second business in parallel, and it looks nothing like the first: one vertical, one buyer, one price, 72 percent his own software and 28 percent platform. I walk through why setup and implementation work is drying up, what stays billable when it does, and the difference between a partner sitting in a trap and a partner working a plan. If your revenue still leans on selling licenses and billing implementations, this is the shift worth hearing before the vendor forces it on you.
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