← Back to Resources
Referral Partner Scorecard Template
A framework for MSPs to evaluate referral partner performance across recurring revenue sourced, referral activity, enablement, and reciprocity. Use data-driven scoring to tier your referral partners and focus your time where it pays off in recurring revenue.
Scorecard Preview
Example referral partner scorecard with scoring methodology
Overall Score
85/100
GOLD TIER
Referral Partner
Acme Solutions Inc
Period
Q1 2025
Partner Manager
Sarah Johnson
Review Date
March 31, 2025
Recurring Revenue Sourced
Weight: 50% | Score: 47.6/50| Metric | Weight | Target | Actual | Score | Weighted |
|---|---|---|---|---|---|
| Recurring Revenue Sourced (MRR) | 25% | $50,000 | $62,000 | 95 | 23.8 |
| Referrals Won | 10% | 5 | 6 | 90 | 9.0 |
| Average Contract Value (MRR) | 5% | $10,000 | $10,333 | 97 | 4.9 |
| Recurring Revenue Growth vs Prior Q | 10% | 15% | 24% | 100 | 10.0 |
Referral Activity & Engagement
Weight: 20% | Score: 19.4/20Dashboard Login Frequency100
Target: 3/week | Actual: 4/week | Weight: 5%
Communication Responsiveness100
Target: 95% | Actual: 98% | Weight: 5%
Referrals Registered88
Target: 8 | Actual: 7 | Weight: 5%
Referral Pipeline Updates100
Target: Weekly | Actual: Weekly | Weight: 5%
Enablement & Certification
Weight: 20% | Score: 20.0/20Training Completion100
100% complete | Weight: 10%
Sales Certification100
Certified | Weight: 5%
Product Knowledge100
92% score | Weight: 5%
Co-Marketing & Reciprocity
Weight: 10% | Score: 9.0/10MDF Budget Utilized80
60% used of 75% target | Weight: 5%
Co-marketing Activities100
3 activities vs 2 target | Weight: 3%
Referrals Sent Back (give/get)100
8 referrals sent back vs 5 target | Weight: 2%
Referral Partner Tier Definitions
90-100
Platinum Tier
Top performing strategic referral partners with dedicated support and highest recurring commissions
75-89
Gold Tier
Strong performing core referral partners with standard support and competitive recurring commissions
60-74
Silver Tier
Developing referral partners meeting basic requirements with room for growth
40-59
Bronze Tier
New or underperforming referral partners needing additional enablement and support
0-39
At Risk
Referral partners not meeting minimum standards - requires performance improvement plan
Best Practices
- Review quarterly: Consistent evaluation cadence keeps referral partners accountable
- Weight recurring revenue heavily: Recurring revenue sourced should carry 40-50% of total score
- Share results: Transparent scoring builds trust and drives improvement
- Automate data collection: Pull metrics from your PSA, billing, and MSP Dashboard automatically
- Tie to benefits: Different tiers get different support levels and recurring 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 MSP and the goals of your referral partner program:
Adjust Category Weights:
- • Volume-driven programs: Increase Recurring Revenue Sourced to 60-70%
- • Strategic partnerships: Add "Strategic Alignment" category at 15-20%
- • Early-stage programs: Weight Enablement higher (25-30%)
- • Mature programs: Add Client Success metrics at 10-15%
Add Custom Metrics:
- • Client retention rate for referral partners who co-manage clients
- • Net promoter score (NPS) from the partner's referred clients
- • Time-to-first-referral for new referral partners
- • Give/get reciprocity balance with each referral partner
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 winding down the partnership, reallocate resources to higher-performing referral partners
Related Resources
Explore related content to learn more
Partner Onboarding Playbook
Get partners productive faster with structured onboarding
Learn more
Partnership Revenue Calculator
Calculate program revenue potential and ROI
Learn more
Partner Lifecycle Stages Deep Dive
Manage partners through all lifecycle stages
Learn more
Advanced Analytics
Track partner performance with analytics dashboards
Learn more
Partner Lifecycle Management Guide
Complete guide to managing partner performance
Learn more
Commission Structure Template
Design commission policies that drive performance
Learn more