How we scaled 15 years of channel expertise into a smarter way to work

We didn't set out to build a methodology. We set out to solve real problems.

15 years ago, Sherpa started as a small consultancy with big ambitions — to make partnerships work better for technology companies. 

We didn’t know we’d build a global agency. We didn’t know we’d develop our own AI platform. And we certainly didn’t know we’d create a methodology that would redefine how Vendors recruit, enable, and activate partners. 

But along the way — through thousands of campaigns, conversations, mistakes, learnings, and wins — that’s exactly what happened. 

That evolution became Sherpa Momentum.

"Momentum wasn't a strategy document. It was the answer to a hundred tough conversations, late pivots, and hard-won lessons. We didn't build it to sell. We built it because nothing else worked."


Tom Perry, Founder, Sherpa

Momentum is our experience, engineered

Sherpa Momentum isn’t just a product. It’s not just a process. It’s not only a platform. It’s all three — wrapped in our expertise and experience, and structured into something powerful and practical. It’s a full-spectrum model of modern Partnership Marketing. 

It’s our answer to the common truths we’ve seen in partner ecosystems for over a decade: 

• Too many partners, not enough insight. 

• Too many campaigns, not enough impact. 

• Too much activity, not enough ROI. 

• Too many boardrooms asking for visibility that doesn’t exist.

We’ve seen Vendors burn through budget with no visibility. We’ve seen Partner teams struggle to scale with generic tools. We’ve seen what works — and what never will. 

So, we built a better way. 

“Momentum isn’t a ‘thing we sell.’ It’s how we think, plan, and execute — and the reason our clients stay with us. It’s the combination of our technology, our processes, and our people — and without all three working in harmony, true ROI is out of reach.” 

Pascale Smith, EVP Strategy, Sherpa 

Timeline

The feedback loop that fuels growth

Sherpa Momentum is a continuous performance cycle: 
Insight → Activation → Delivery → Feedback → Repeat 

Each cycle gets smarter. Each decision, more informed. Each program, more effective. 

Powered by EdisonAi. Delivered by experts. 

EdisonAi is our proprietary analytics and performance platform, designed to power every Sherpa solution — from Partner Marketing to Recruitment and Assessment. It gives us the power to: 

• Visualize and assess entire Partner Ecosystems 

• Score and prioritize Partners based on capability, alignment, and potential 

• Identify whitespace opportunities and partner fit for recruitment 

• Drive campaign decision-making with real-time insights 

• Create global dashboards that show ROI by Partner, program, and region 

EdisonAi doesn’t just power Momentum — it scales it. It’s what allows us to deliver personalised, data-led campaigns at speed, across markets, and with proven results.  

• Insight: Partner scoring, capability audits, ecosystem visibility 

• Activation: ABM, scalable campaign planning, enablement 

• Delivery: Full-service execution from strategic to local level 

• Feedback: Dashboards, performance optimization, strategic planning 

“Momentum is how we ensure every quarter is smarter than the last.” 


Oskar Borysiak, Senior Project Manager, Sherpa

What momentum looks like in practice

• Entering new markets? 
  We helped Brivo launch across EMEA with localized, AI-powered recruitment — delivering 323 leads and identifying white space with 23% engagement from their target account list. 

• Partners disengaged? 
  We reactivated 30% of Zendesk’s dormant partners and helped them deliver 16–20 qualified leads per campaign, without overloading internal teams. 

• Lead quality weak? 
  Our structured campaign for a Hyperscaler delivered a 20:1 ROI, with 690 sales-ready leads and a disqualification rate of just 1.88%. 

• Enablement fragmented? 
  For Verizon, we scaled structured, co-branded sales toolkits across EMEA — lifting partner-led revenue by 33% YoY and enabling 77% close rates in participating partners. 

• Can’t prove ROI? 
  EdisonAi gives you a clear view — of partner potential, campaign results, marketing engagement, and future opportunity. 

Refined in the field, proven in practice

The truth is, Sherpa Momentum wasn’t invented in a workshop. It was shaped in the chaos of real campaigns.  

We’ve learned the hard way — what it takes to run campaigns across languages, regions, and channel models. 

We’ve seen the disconnects between sales, marketing, and partner teams — and helped fix them. 

We’ve had clients push back, Partners ghost us, and budgets get slashed. 

And through all of it, we’ve stayed close to our clients. We’ve listened. We’ve adapted. We’ve kept asking the same question: How can we make this work smarter? 

That’s what Momentum is. And that’s why it works.

Because while EdisonAi provides the insight, and our frameworks guide the approach, it’s our people — globally experienced, partner management professionals — who bring it all to life. The heart of our service is still human. It’s the combination of technology, process, and people that makes Sherpa Momentum more than a methodology. It’s a model for modern Partner success. 

“Momentum is the culmination of what we’ve learned — what partners respond to, what actually drives conversion, and how to turn insight into meaningful results.” 
Tom Perry, Founder, Sherpa 


Tom Perry, Founder, Sherpa

The Future of Partnership Marketing Isn’t Static. It’s Cyclical. 

Campaigns aren’t “one and done.” Recruitment isn’t “post and pray.”

Enablement isn’t a PDF in a portal. 

Success comes from continuous visibility, continuous learning, and continuous improvement. 

That’s what Momentum delivers. Every. Single. Cycle. 

Momentum Is How We Work — and Why It Works  

This is our invitation to you: 

Let’s stop guessing. 
Let’s stop treating partners like a list, and campaigns like one-off events. 
Let’s start applying data, insight, and real-world expertise to every decision you make in your partner ecosystem. 

Let’s work smarter — together. 

Sherpa Momentum. Built from experience. Delivered by experts. Designed to change the way you think about partnerships.