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Partner Scorecard Template

Comprehensive framework for evaluating partner performance across sales, engagement, enablement, and marketing. Use data-driven scoring to tier partners and allocate resources effectively.

Scorecard Preview

Example partner scorecard with scoring methodology

Overall Score
85/100
GOLD TIER
Partner Name
Acme Solutions Inc
Period
Q1 2025
Partner Manager
Sarah Johnson
Review Date
March 31, 2025

Sales Performance

Weight: 50% | Score: 47.6/50
MetricWeightTargetActualScoreWeighted
Quarterly Revenue25%$50,000$62,0009523.8
Deals Closed10%56909.0
Average Deal Size5%$10,000$10,333974.9
Revenue Growth vs Prior Q10%15%24%10010.0

Engagement & Activity

Weight: 20% | Score: 19.4/20
Portal Login Frequency100
Target: 3/week | Actual: 4/week | Weight: 5%
Communication Responsiveness100
Target: 95% | Actual: 98% | Weight: 5%
Deal Registrations Submitted88
Target: 8 | Actual: 7 | Weight: 5%
Pipeline Updates100
Target: Weekly | Actual: Weekly | Weight: 5%

Enablement & Certification

Weight: 20% | Score: 20.0/20
Training Completion100
100% complete | Weight: 10%
Sales Certification100
Certified | Weight: 5%
Product Knowledge100
92% score | Weight: 5%

Marketing & Co-Selling

Weight: 10% | Score: 9.0/10
MDF Budget Utilized80
60% used of 75% target | Weight: 5%
Co-marketing Activities100
3 activities vs 2 target | Weight: 3%
Referrals Generated100
8 referrals vs 5 target | Weight: 2%

Partner Tier Definitions

90-100
Platinum Tier
Top performing strategic partners with dedicated support and highest commissions
75-89
Gold Tier
Strong performing core partners with standard support and competitive commissions
60-74
Silver Tier
Developing partners meeting basic requirements with room for growth
40-59
Bronze Tier
New or underperforming partners needing additional enablement and support
0-39
At Risk
Partners not meeting minimum standards - requires performance improvement plan

Best Practices

  • Review quarterly: Consistent evaluation cadence keeps partners accountable
  • Weight sales heavily: Revenue metrics should carry 40-50% of total score
  • Share results: Transparent scoring builds trust and drives improvement
  • Automate data collection: Pull metrics from CRM and portal automatically
  • Tie to benefits: Different tiers get different support levels and commission rates
  • Action-oriented: Every scorecard should result in specific next steps

Scoring Methodology

Percentage of Target
Score = (Actual / Target) × 100, capped at 100
Example: $62K actual / $50K target = 124% → capped at 100
Direct Percentage
Score = Actual value (already a percentage)
Example: 95% communication responsiveness = 95 score
Binary (Yes/No)
Score = 100 if met, 0 if not met
Example: Certified = 100, Not Certified = 0
Manual/Qualitative
Manager assigns score based on predefined criteria
Example: Communication quality rated 1-100
Weighted Score Calculation
Weighted Score = (Metric Score × Weight) / 100
Example: 95 score × 25% weight = 23.75 weighted points

Customizing Your Scorecard

Adapt this template to your specific business model and partner program goals:

Adjust Category Weights:
  • • Transactional programs: Increase Sales Performance to 60-70%
  • • Strategic partnerships: Add "Strategic Alignment" category at 15-20%
  • • Early-stage programs: Weight Enablement higher (25-30%)
  • • Mature programs: Add Customer Success metrics at 10-15%
Add Custom Metrics:
  • • Customer retention rate for resellers managing customers
  • • Net promoter score (NPS) from partner's customers
  • • Time-to-first-deal for new partners
  • • Co-selling participation rate with your sales team

Recommended Actions by Score Range

90-100
Celebrate & Leverage: Send congratulations, feature in newsletter, explore co-marketing opportunities, maintain QBR cadence
75-89
Optimize & Grow: Identify 1-2 improvement areas, increase MDF support, schedule quarterly business reviews
60-74
Enable & Support: Offer additional training, increase 1:1 touchpoints, provide sales enablement resources
40-59
Intervene & Plan: Create 90-day performance improvement plan, weekly check-ins, reassess partnership fit
0-39
Escalate & Decide: Executive review required, consider partnership termination, reallocate resources to higher-performing partners

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