Partner Marketing OS · Measurement
Prove and improve partner-marketing contribution. Set the attribution definitions once, share them with sales, and never re-argue them.
Partner-sourced: the partner originated the opportunity (deal reg or first touch). Partner-influenced: the partner materially helped a deal you would otherwise source. Partner-delivered: the partner implements or manages it (matters for MSP/SI). Agree these once and hold them.
Program health: partners by tier, percent active/productive, activation rate, time-to-first-value, tier movement. Marketing engine: partner-sourced and influenced pipeline, MDF/co-op ROI, campaign-in-a-box adoption, co-marketing leads and conversion, marketplace metrics. Outcomes: partner-sourced revenue and percent of total, partner-led net revenue retention, CAC via partner versus direct.
A per-partner view of pipeline, marketing activity, certification, and MDF usage — the input to QBRs and re-tiering.
QBRs (top tiers): joint business review of results versus plan, next-quarter joint marketing plan, MDF allocation, and re-tier decisions. Program review (all partners, quarterly): activation, dormancy (flag and re-engage or retire), type/tier performance, and reallocation of investment.
Attribution definitions doc, KPI dashboard spec, partner scorecard template, and a QBR agenda and template.