Financial Services
FinTech Channel Partnerships: Building Programs That Scale and Deliver
July 29, 2026 | 11 a.m. – 12 p.m. ET
87% of FinTech firms plan to increase their channel partner investment over the next two years, but investment alone doesn’t drive results. The real question leaders should be asking is if their program is truly designed to activate the right partners, align incentives and scale profitably?
Join Alexander Group’s FinTech practice leaders for a complimentary virtual roundtable that will unveil new findings from the 2026 FinTech Channel Partner Report, which is based on 100+ responses from commercial executives across payments, software and value-added services.
Designed for Channel, Sales, RevOps and commercial leaders at FinTech organizations, this research-backed discussion will surface key investment areas for peers, what’s working and where execution is stalling.
Five Themes Guiding the Discussion:
- Channel is outpacing direct. Partner growth is expected to increase 2x compared to overall company growth over the next three years, with 77% of organizations citing partnerships as a strategic priority for FY26.
- Current partner program incentives are changing. 57% plan to increase partner incentive investment, yet only ~45% see incentives as effective. This is prompting a shift from discounts to performance‑ and contribution-based models.
- Activation and scaling partners remain a bottleneck. Organizations must prioritize scaling existing partnerships and elevating their partner value proposition, which is an area where over 70% admit they fall short.
- Enablement is important but underperforming. 52% of companies say enablement is important for partner programs, but only 44% say their efforts are effective. Marketing and Sales playbooks are actionable growth opportunities.
- AI is gaining ground, but it’s not a silver bullet. 42% of FinTech organizations are using AI to support channel partners and programs (top use cases: sales forecasting, customer segmentation). However, success depends on strong data foundations and disciplined change management.
What You’ll Learn:
- See how peers are structuring partner programs for scale. Get a clear view of the program components, investment focus areas and partner types that FinTech leaders are using to grow channel revenue faster than direct.
- Stress-test your incentive and comp design. Learn how leading organizations are connecting partner incentives to strategic outcomes, instead of just volume and why tier-based benefit structures maximize channel ROI.
- Close the enablement gap. Understand which tools (playbooks, training, portals, AI-powered segmentation) are driving partner activation and where firms are still falling short.
- Apply AI to sharpen channel execution. Hear how peers are using AI for forecasting, segmentation and marketing automation in the channel and the best practices that separate successful rollouts from wasted spend.
- Compare your channel organization. See how FinTech firms are moving from generalist channel account managers to specialized roles in partner development, marketing, customer success and operations.