Long-tail partners are the roughly 80% of your partner who only drive about 20% of your revenue. The concept of long-tail partners is related to the Pareto principle, which states that 20% of a group of customers will generate 80% of your value. The other 80% of customers drive much less value — about 20% altogether. Your long-tail partners are not your high performers, but you should still develop a strategy to nurture them and realize as much value as possible.