Partner Qualification Scorecard

Evaluate potential partners across 6 critical dimensions to determine fit, prioritization, and investment level.

How it works: Answer all 15 questions to assess partner fit. Each question is weighted by importance. You'll receive a tier assignment (Platinum/Gold/Silver/Bronze) with specific investment recommendations.

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Partner Name (Optional)

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Market Fit

How much does their customer base overlap with your ICP?

Assess the alignment between their existing customers and your ideal customer profile

Weight: 10/10

Perfect Match (90%+ overlap)Score: 10/10

They sell to exactly our ICP

Strong Overlap (70-90%)Score: 8/10

Most of their customers fit our profile

Good Overlap (50-70%)Score: 6/10

About half their customers are a fit

Some Overlap (30-50%)Score: 4/10

Some alignment but not majority

Minimal Overlap (<30%)Score: 2/10

Limited customer base alignment

No OverlapScore: 0/10

Completely different customer bases

Market Fit

What is their geographic reach in your target markets?

Evaluate their presence in regions you want to expand into

Weight: 7/10

Dominant in All Target MarketsScore: 10/10

Strong presence everywhere we need

Strong in Key MarketsScore: 8/10

Leading position in priority regions

Present in Most MarketsScore: 6/10

Active but not dominant

Limited Geographic ReachScore: 4/10

Only in a few markets

Single Market FocusScore: 2/10

Concentrated in one region

No CoverageScore: 0/10

No presence in target markets

Market Fit

How strong is their expertise in your target industries?

Assess their domain knowledge and credibility in relevant verticals

Weight: 8/10

Industry Leader/SpecialistScore: 10/10

Recognized expert in our verticals

Deep ExpertiseScore: 8/10

Strong track record and credibility

Good UnderstandingScore: 6/10

Competent but not specialized

Basic KnowledgeScore: 4/10

Familiar but limited depth

Limited ExpertiseScore: 2/10

New to these industries

No Industry ExperienceScore: 0/10

Completely unfamiliar

Technical Capability

What is their technical capability to sell/implement your solution?

Evaluate their ability to understand, demo, and deploy your product

Weight: 9/10

Highly Technical TeamScore: 10/10

Can handle complex implementations

Strong Technical SkillsScore: 8/10

Capable of most deployments

Moderate Technical AbilityScore: 6/10

Can handle standard setups

Basic Technical SkillsScore: 4/10

Need significant support

Limited Technical CapabilityScore: 2/10

Struggle with technical concepts

Non-TechnicalScore: 0/10

Cannot handle technical discussions

Technical Capability

How well does your product integrate with their current offerings?

Assess complementarity and integration potential

Weight: 7/10

Perfect ComplementScore: 10/10

Natural fit with their stack

Strong Integration PotentialScore: 8/10

Works well together

CompatibleScore: 6/10

Can coexist without conflict

Some Compatibility IssuesScore: 4/10

Requires workarounds

Overlapping/CompetingScore: 2/10

Potential product conflicts

IncompatibleScore: 0/10

Cannot work together

Sales Capability

What is the size and quality of their sales organization?

Evaluate their ability to generate pipeline and close deals

Weight: 8/10

Large Sales Organization (50+ reps)Score: 10/10

Significant selling capacity

Mid-Size Team (15-50 reps)Score: 8/10

Solid sales capability

Small Team (5-15 reps)Score: 6/10

Limited but focused

Micro Team (2-5 reps)Score: 4/10

Very small sales force

Single Rep/Founder-LedScore: 2/10

Minimal sales capacity

No Dedicated SalesScore: 0/10

No sales team

Sales Capability

How large is their existing customer base?

Assess the potential for cross-sell opportunities

Weight: 8/10

Very Large (1000+ customers)Score: 10/10

Massive cross-sell opportunity

Large (500-1000 customers)Score: 8/10

Significant customer base

Medium (100-500 customers)Score: 6/10

Solid foundation

Small (25-100 customers)Score: 4/10

Limited cross-sell potential

Very Small (<25 customers)Score: 2/10

Minimal existing base

No/New CustomersScore: 0/10

Starting from scratch

Sales Capability

What is their typical sales cycle length?

Understand how quickly they can close deals

Weight: 6/10

Transactional (<30 days)Score: 10/10

Fast deal velocity

Short (1-3 months)Score: 8/10

Quick sales motion

Medium (3-6 months)Score: 6/10

Standard enterprise cycle

Long (6-12 months)Score: 4/10

Extended sales process

Very Long (12+ months)Score: 2/10

Slow deal closure

Unknown/No Track RecordScore: 0/10

Cannot assess

Brand & Reputation

How strong is their brand in the market?

Evaluate their market recognition and reputation

Weight: 7/10

Market Leader/Household NameScore: 10/10

Top-tier brand recognition

Strong Brand RecognitionScore: 8/10

Well-known and respected

Established PresenceScore: 6/10

Recognized by target audience

Growing BrandScore: 4/10

Building awareness

Emerging/UnknownScore: 2/10

Limited recognition

No Brand PresenceScore: 0/10

Unknown in market

Brand & Reputation

What is the quality of their customer references and case studies?

Assess their ability to provide social proof

Weight: 6/10

Excellent References (Fortune 500)Score: 10/10

Tier-1 customer logos

Strong ReferencesScore: 8/10

Reputable customers

Good ReferencesScore: 6/10

Solid customer base

Some ReferencesScore: 4/10

Limited case studies

Few/Weak ReferencesScore: 2/10

Minimal social proof

No ReferencesScore: 0/10

No customer stories

Commitment & Alignment

How important is your partnership to their business strategy?

Gauge their level of commitment and prioritization

Weight: 9/10

Top Strategic PriorityScore: 10/10

Critical to their business

High Priority InitiativeScore: 8/10

Significant focus and resources

Important but Not PrimaryScore: 6/10

Meaningful investment

One of Many PartnershipsScore: 4/10

Limited prioritization

Low PriorityScore: 2/10

Minimal commitment

Just ExploringScore: 0/10

No real commitment

Commitment & Alignment

How well do your organizations align culturally?

Evaluate shared values, communication style, and working compatibility

Weight: 7/10

Perfect Cultural FitScore: 10/10

Like working with our own team

Strong AlignmentScore: 8/10

Very compatible work styles

Good CompatibilityScore: 6/10

Minor differences manageable

Some MisalignmentScore: 4/10

Requires adaptation

Significant DifferencesScore: 2/10

Challenging collaboration

Poor Cultural FitScore: 0/10

Fundamental incompatibility

Commitment & Alignment

What level of leadership support exists for the partnership?

Assess executive sponsorship and top-down commitment

Weight: 8/10

CEO/Founder DrivenScore: 10/10

Top-level commitment

Executive Sponsor AssignedScore: 8/10

C-level backing

VP/Director SupportScore: 6/10

Mid-leadership support

Manager-Level InitiativeScore: 4/10

Limited leadership buy-in

Individual Contributor OnlyScore: 2/10

No leadership involvement

No Leadership AwarenessScore: 0/10

Unsupported initiative

Track Record

What is their experience with similar partnerships?

Evaluate their track record as a partner

Weight: 7/10

Extensive Partnership PortfolioScore: 10/10

Proven partner success

Multiple Successful PartnershipsScore: 8/10

Strong track record

Some Partnership ExperienceScore: 6/10

Moderate experience

Limited Partnership HistoryScore: 4/10

New to partnerships

Failed Previous PartnershipsScore: 2/10

Concerning history

No Partnership ExperienceScore: 0/10

First partnership

Track Record

What is the realistic revenue potential in Year 1?

Estimate the likely financial impact

Weight: 10/10

Very High (>$500K ARR)Score: 10/10

Transformational revenue

High ($250K-$500K ARR)Score: 8/10

Significant contribution

Medium ($100K-$250K ARR)Score: 6/10

Meaningful revenue

Low ($25K-$100K ARR)Score: 4/10

Modest contribution

Very Low (<$25K ARR)Score: 2/10

Minimal near-term revenue

Uncertain/SpeculativeScore: 0/10

No clear path to revenue

Score Summary

Start answering questions to see your score

Tier Reference Guide

Platinum85-100%

Maximum investment level

Gold70-84%

High investment level

Silver55-69%

Moderate investment level

Bronze40-54%

Low investment level

Not Qualified0-39%

None investment level