53% of athenahealth Marketplace partners have fewer than 10 customers. After analyzing the marketplace data and working with dozens of partners, I've identified what separates those who scale from those who stay small.

Working on the athena marketplace team, I had a front-row seat to the strategies that helped some partners thrive while others struggled. While each company is unique and there is a wide variety of service offerings, there were some clear patterns that separated the most successful partners from the rest of the pack. Because I worked with so many partners, I had the opportunity to observe the patterns that differentiated the successful partners from those who struggled to gain traction.