Migrating a legacy partner ecosystem, contract by contract.
Integration led at Workday. Acquired company anonymized; metrics rounded.
The acquired company's partner agreements didn't match Workday's standard terms. Every contract needed a disposition — terminate, or terminate and migrate — before the ecosystem could keep producing revenue under the new model.
Contracts are where deal theses go quiet. Every acquired agreement is a promise made by a company that no longer exists in the same form, and until each one is dispositioned, partner revenue sits on ground nobody has checked.
The work is unglamorous, high-volume, and entirely load-bearing.
- 01
Ran biweekly disposition reviews with the acquired company's head of partnerships and Legal, triaging every contract: terminate, or terminate and migrate.
- 02
Operationalized high-volume terminations with Legal Ops — mass physical mailing and tracking where contracts required it — and triaged ISV integrations with Product: keep, formalize via agreement, or sunset.
- 03
Set up migrated partners in the partner-management system with vendor IDs, and ran vendor disposition planning with Global Procurement.
If your target has a partner ecosystem, you're not just buying its revenue — you're buying every agreement underneath it, on terms you didn't write. Migration doesn't reward heroics; it rewards cadence, triage, and someone accountable for every single disposition. That's the difference between an ecosystem that's still there in a year and one that quietly dissolved.