“The partner sponsored the event, paid its half of the cost, never got the attendee list
that comes with sponsoring, and still has to fight for the handful of leads they worked themselves.”
Two incidents, one company, a year apart: how internal incentives designed in isolation
ended up competing with the exact partners they'd just recruited.
Why a sponsor that never gets the attendee list still has to hand its own leads back to
the vendor, and who gets told to stand down when one of them turns out to matter.