Partner Sales Assessment
Evaluate why your partner sales teams and your direct team are not at the same level
Dimension 1: GTM Foundation & Scale
The strength and scalability of your go-to-market strategy
Level 1: Ad Hoc
No documented playbook, inconsistent direct sales, generic partner materials, no clear ICP
Level 2: Structured
Basic playbook exists, ~50% quota attainment, quarterly material updates, emerging processes
Level 3: Integrated
Proven methodology with 70%+ adoption, consistent targets, partner-specific playbooks, validated ICP
Level 4: Strategic
Scaled GTM engine, 80%+ quota attainment, dynamic playbooks, ROI calculators, multiple ICPs
Level 5: Optimized
World-class GTM, partners have same tools as direct team, AI-powered insights, continuous testing
Dimension 2: Coaching & Enablement Excellence
The depth and effectiveness of partner development programs
Level 1: Ad Hoc
Product features only, no formal onboarding, reactive coaching, no skill tracking
Level 2: Structured
2-3 day onboarding, quarterly updates, basic sales workshops, some role-playing
Level 3: Integrated
30-day journey, deal-stage coaching, call reviews, certifications, manager workshops
Level 4: Strategic
Personalized paths, executive training, advanced negotiation, peer learning, AI coaching
Level 5: Optimized
Same coaching as top reps, real-time deal coaching, C-level labs, predictive coaching
Dimension 3: Trust & Partnership Quality
The health and mutual commitment of partner relationships
Level 1: Ad Hoc
Frequent channel conflict, inconsistent support, inadequate margins, no roadmap visibility
Level 2: Structured
Basic conflict rules, defined SLAs, standard margins, quarterly reviews, some joint marketing
Level 3: Integrated
Clear rules enforced, dedicated managers, competitive margins, product planning involvement
Level 4: Strategic
Protected territories, co-investment (MDF), transparent deal registration, market intelligence contribution
Level 5: Optimized
Extension of company, co-selling and co-investing is the only way, 3-year planning, board visibility