CRO · Framework · Intermediate · Saves 40+ hours
Partner Performance Management
A framework for managing partner performance.
What's included
- Performance Metrics
- Revenue metrics
- Activity metrics
- Quality metrics
- Engagement metrics
- Performance Reviews
- QBR structure
- Scorecard design
- Action planning
- Tiering
- Tier criteria
- Tier benefits
- Movement process
- Performance Issues
- Early warning signs
- Intervention approach
- Exit process
Best used when
- Implementing partner scorecards
- Running partner QBRs
- Managing partner tiers
- Addressing underperformance
The template
The Template
PERFORMANCE METRICS
Partner Scorecard
PARTNER PERFORMANCE SCORECARD
REVENUE METRICS:
☐ Partner-sourced revenue: $__________
☐ Partner-influenced revenue: $__________
☐ YoY growth: _____%
☐ Quota attainment: _____%
ACTIVITY METRICS:
☐ Deals registered: _____
☐ Opportunities in pipeline: _____
☐ Win rate: _____%
☐ Average deal size: $_____
QUALITY METRICS:
☐ Customer satisfaction: _____
☐ Implementation quality: _____
☐ Support escalation rate: _____%
☐ Renewal rate: _____%
ENGAGEMENT METRICS:
☐ Certification status: _____
☐ Portal activity: _____
☐ Marketing participation: _____
☐ Training completion: _____%
OVERALL SCORE: _____/100
Tier qualification: _______________
Performance Metrics Matrix
| Metric | Weight | Target | Actual | Score |
|---|---|---|---|---|
| Revenue | 40% | |||
| Activity | 25% | |||
| Quality | 20% | |||
| Engagement | 15% |
PERFORMANCE REVIEWS
QBR Framework
PARTNER QBR STRUCTURE
PREPARATION:
☐ Pull performance data
☐ Review previous action items
☐ Prepare scorecard
☐ Draft recommendations
QBR AGENDA (60 minutes):
1. Relationship health (5 min)
2. Performance review (15 min)
3. Pipeline review (15 min)
4. Marketing/enablement (10 min)
5. Action planning (15 min)
DISCUSSION POINTS:
☐ Wins and successes
☐ Challenges and blockers
☐ Market feedback
☐ Competitive intelligence
☐ Product feedback
☐ Program feedback
ACTION ITEMS:
Partner actions: _______________
Vendor actions: _______________
Joint actions: _______________
Follow-up date: _______________
TIERING MANAGEMENT
Tier Movement Process
PARTNER TIER MANAGEMENT
TIER CRITERIA:
Platinum (>$500K revenue):
☐ Multiple certifications
☐ Dedicated resources
☐ Joint business planning
☐ Executive sponsorship
Gold ($200K-$500K):
☐ Full certification
☐ Regular engagement
☐ Marketing activity
☐ Growth trajectory
Silver ($50K-$200K):
☐ Basic certification
☐ Active selling
☐ Pipeline activity
TIER MOVEMENT:
☐ Quarterly evaluation
☐ 2-quarter lookback
☐ Tier upgrade: immediate
☐ Tier downgrade: 90-day warning
UNDERPERFORMANCE:
☐ Warning at 80% of tier minimum
☐ Action plan required
☐ 90-day improvement period
☐ Tier adjustment if not improved
Frequently asked questions
What is the Partner Performance Management?
A framework for managing partner performance.
Who is the Partner Performance Management for?
It is built for CROs and their teams working on Channel & Partners. The AI coach adapts it to your company, stage, and goals.
How long does the Partner Performance Management take to use?
It saves roughly 40+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Partner Performance Management free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Partner Performance Management?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.