Partner scorecards

Every partner scorecard
counts the same thing.

Deals sourced. Pipeline influenced. What a partner does for the customer after the deal rarely shows.

Three places a partner works

Sell. Deploy. Run.

Run
Support, administration, training, adoption: the ongoing work after go-live.
Sell
Refer, co-sell or resell: helping win the customer.
Deploy
Implement, integrate, migrate: scoped projects with a deliverable.
There is no fixed order. A partner can start in any of the three.
Illustrative
One customer, three partners

Three very different footprints.

Sell
Deploy
Run
Partner A
Partner B
Partner C
A sells. B deploys and runs. C does all three.
Illustrative
CDE
Customer Discovery Efficiency
Speed and trust, read at the customer: median time-to-close direct ÷ ecosystem-sourced. 1.0 means no advantage.
Direct, median14 wks
Ecosystem-sourced, median2 wks
7.0
Illustrative
CSI
Customer Success Index
The customer's own score, 0–10, over the parts that have data. Too little data and it is withheld, not invented. Partner numbers come from their customers' scores.
Product adoption8.2
Engagement quality7.1
Advocacy6.4
Business outcomes7.8
Customer sentiment7.5
ATTRIBUTION LAYER
The outcome is measured once, at the customer, then shared.
Fifteen weighted points across six stages, split among the parties that touched each one.
Acquisition
1
Onboarding
2
Adoption
3
Retention
4
Expansion
3
Advocacy
2
 
Illustrative
ECS
Ecosystem Completeness Score
How much of a customer's need the ecosystem meets, importance-weighted. Stickiness becomes a percentage.
82%
Above 80A complete solution
60–80A real moat
40–60One vendor among many
Below 40Churn priced in
Manage first, measure next

See what each partner does
for your customers.

Not just what it sold. Start with five of your own customers.

Run the Five-Customer Audit →