Q: Is a dedicated manager for top partners worth the salary line?

Q: Is a dedicated manager for top partners worth the salary line?

For us the math was clear once we measured it. We had 12 partners driving 60% of program revenue but getting the same automated treatment as everyone else.

What we did:
— Assigned one manager to those 12 accounts only: monthly check-ins, custom creative, early product access, faster payout exceptions
— Left the long tail on self-serve

Result over two quarters: revenue from those 12 partners grew 33%, and two of them moved from occasional to top-five producers because the manager helped them build dedicated landing pages. The manager's cost was a fraction of the incremental revenue.

The caveat: it only pencils out if your revenue is concentrated. If your top 10 partners drive 20% of revenue, a dedicated manager has nothing to leverage, you'd be better off improving self-serve tools for everyone. Measure your concentration before hiring.

Got a question? Send it in.