CEO Spotlight with Josh Kamrath, Bongo Learn
No More Assumptions: How AI Is Validating Partner Performance in Real Time
In a partner world full of “training complete” checkboxes, Josh Kamrath is
building something smarter.
As CEO of Bongo, he’s redefining what enablement looks like using video, AI,
and behavioral validation to measure what sellers actually know and can do.
It’s the next frontier of partner accountability—and vendors are taking notice.
From “Training Complete” to Proof of Competence
Most companies rely on certifications or LMS completion rates as a proxy for readiness. Bongo flips that model. Instead of multiple-choice tests or static knowledge checks, partners record a short video—pitching a product, handling an objection, or walking through a scenario that mirrors what they’ll experience on the job. AI analyzes their tone, content, and confidence, with performance evaluated against the vendors own training content and standards.
“We’re essentially augmenting the experience of an evaluator standing over someone’s shoulder or watching hours of recorded pitches or demonstrations” Josh said, “We’re doing it at scale across hundreds of global partner sellers.”
This approach has earned Bongo a growing list of enterprise clients, including ServiceNow, which has integrated their solution to ensure partners can properly articulate product value before they ever engage customers.
Why Vendors Need Real-Time Partner Validation
Traditionally, vendors don’t discover a partner’s skill gaps until two or three quarters after a campaign launches. By then, it’s too late to course correct.
Bongo short-circuits that lag by providing real-time insight into how effectively partners are positioning new functionality or solutions.
“It gives vendors a finger on the pulse,” Josh said. “Are their resellers actually selling the right way? Are they compliant? Are they credible? Right now, most companies are assuming.”
That visibility opens the door to an entirely new level of accountability. Instead of waiting for poor quarterly results, vendors can intervene early, or even set contractual expectations tied to demonstrated capability.
When Excel Meets Enablement
When asked how AI will rewrite the partner ecosystem, Josh compared it to the arrival
of Excel. Before spreadsheets, finance teams tracked ledgers manually. The tool didn’t replace accountants—it made finance more strategic.
“AI will do the same thing,” he said. “It’ll change workflows, not eliminate people. The teams that adopt early can focus on strategic work that drives business growth— they can be more impactful to their organization.”
He’s quick to add that not all AI tools will survive the hype cycle. The winners will be those that solve real business problems, speeding up insights, deepening context, and reducing risk.
AI Assessments and Continuous Feedback Loops
In our discussion, Josh lit up at the idea of intelligent validation loops between vendors and partners. Imagine a system where a partner’s low Bongo score automatically triggers a PRM workflow—pausing MDF funds, launching new learning content, or alerting the partner manager.
“That’s already starting to happen,” Josh said. “If you score below a threshold, it can automatically open a new learning pathway or a coaching session. Once you improve, new opportunities unlock.”
This is more than a training tool. It’s an early warning system. This is feasible because Bongo supports a variety of lightweight integration models that push results to about any system the partner program may be using. These results will indicate if a partner is falling behind, long before sales slip, giving both sides a chance to fix issues before renewal season or the next QBR.
“Traditionally, vendors don’t discover a partner’s skill gaps until two or three quarters after a campaign launches. By then, it’s too late to course correct.”
Accountability as the New Enablement
For Josh, the future of partner management is about more than enablement; “it’s about accountability.”
Vendors will soon know, in real time, which partners are truly ready to sell or co-sell, and which ones aren’t. Using data insights from Bongo, vendors can make smarter decisions about how to allocate MDF dollars to the areas that will deliver the greatest impact.
“If you want funding, great, but prove you can talk about the value of the new functionality,” Josh explained. “If you’re still pitching what’s on the website, why are we paying you?”
The goal isn’t punitive. It’s performance transparency—empowering both sides to focus on partners who are truly prepared.
Looking Ahead: Partner Validation as a Core Metric
Two years from now, Josh envisions a world where AI-assisted partner validation is standard practice, not an innovation. Every vendor will have near-instant insight into partner readiness before they speak to a customer, not two or three quarters after a campaign launches.
Data will show low performers improve faster and high performers start selling sooner. “When you can tie skill validation to real-world performance,” Josh said, “you’re finally managing partnerships based on outcomes, not assumptions.”