Essays by Kevin Chern, Introzy's founder — on referral economics, partnership strategy, and why introductions deserve better infrastructure.
Active-referral pricing ties cost to in-flight referral work, not seats or partner count. What “active referrals” means, how to estimate your volume, and why the honest pricing metric is the one that mirrors the work.
10 min read
Most businesses do not have a referral problem. They have a referral operations problem. Culture creates the behavior. Structure makes the behavior repeatable. Here is the framework from a conversation with managing partners and advisors.
10 min read
Partners stop referring when introductions disappear into a black box. How visible deal status, protected attribution, and clear commission economics turn one introduction into the next.
8 min read
Paid acquisition is linear: every new client costs the same. Referral networks compound: every happy client becomes a source of the next one. The research, the math, and the framework for building a referral engine that multiplies.
9 min read
Only 12% of B2B companies have a partnership program, yet partner referrals account for 31% of revenue for top performers. Most companies that say they have a referral program actually have a referral habit.
8 min read
Measurement does not reduce an introduction to a transaction. It preserves the evidence of what goodwill set in motion, so the connector no longer disappears from the value they created.
7 min read
Seven arguments say introductions should always be free. Every one of them confuses payment with the thing that actually corrupts trust: carelessness.
8 min read
Advisory firms that formalize their referral networks into curated marketplaces gain recurring revenue, stickier clients, and a moat competitors can't copy. The full strategic case, including the commission structure that works.
10 min read
AI will automate partner ops and raise the bar for what good looks like. It will not replace the humans who move trust between companies. Nine reasons why, with data.
5 min read
Partner programs fail when they're judged like campaigns: launch, measure revenue, quit at day 60. The motion is a flywheel, and the winners are the ones who resource it long enough to spin.
6 min read
Referrals are one of the highest-trust growth channels in business, and one of the least tracked. Introzy was built to change that.
7 min read