Partner Tracker Finalization Summary
Purpose: Summary of finalized tracker structure and next steps
Date: January 2025
✅ What’s Been Finalized
1. Tracker Structure (tracker-final-schema.md)
- Single sheet with ~60 columns
- 11 sections: Identification, IPP Qualification, Enterprise Evaluation (optional), Relationship Context, Rep Summary, Action Planning, Activity, Revenue, Metrics, Pipeline, Notes
- Action planning focus (Next Action Date/Type/Rep/Notes)
- Aggregate metrics from HubSpot
2. Partner Tracking System (partner-tracking-system.md)
- Updated to align with final tracker structure
- Clear division: Tracker (partner company level) + HubSpot (detailed rep tracking)
- Weekly sync process documented
- Review cadences defined
3. Enterprise Partner Evaluation (3 Cs + 6 Pillars)
- Framework documents created
- Assessment tool available
- VP of Partnerships agent for dry runs
- Optional columns for major partners only
📊 Tracker Structure Overview
Required Columns (All Partners) - ~50 columns
- Partner Identification (6 columns)
- IPP Qualification (7 columns) - IPP Score, 5 dimensions, Partner Status
- Relationship Context (11 columns) - Confidence, HYPE, Manager, JVP
- Rep Engagement Summary (8 columns) - Tier counts, rep names (aggregate)
- Action Planning (4 columns) ⭐ - Next Action Date/Type/Rep/Notes
- Activity Tracking (6 columns)
- Revenue Metrics (5 columns) - Aggregate
- Activity Metrics (6 columns) - Aggregate
- Pipeline & Status (7 columns) - Your current system
- Notes (1 column)
Optional Columns (Major Partners Only) - ~10 columns
- Enterprise Partner Evaluation (10 columns) - 3 Cs + 6 Pillars + Tier
Total: ~60 columns (50 required + 10 optional)
🚀 Next Steps
Step 1: Add Columns to Your Tracker
Required (All Partners):
- Partner Archetype
- IPP Score, ICP Alignment, Revenue Path Clarity, Archetype Fit, Economics, Strategic Value
- Partner Status
- JVP Completed, JVP Date, JVP Link
- Tier 1-4 Reps Count, Tier 1-2 Rep Names, High Quality Reps
- Next Action Date, Next Action Type, Next Action Rep, Next Action Notes
Optional (Major Partners Only):
- 3 Cs: CAPACITY, CAPABILITY, COMMITMENT Scores
- 6 Pillars: All 6 pillar scores
- Partner Tier (Enterprise)
Step 2: Score Existing Partners
For each existing partner:
IPP Framework:
- Determine Partner Archetype
- Score ICP Alignment (0-10)
- Score Revenue Path Clarity (0-10)
- Score Archetype Fit (0-10)
- Score Economics (0-10)
- Score Strategic Value (0-10)
- Calculate IPP Score (sum)
- Set Partner Status (Strategic/Good/Evaluate/Pass)
Enterprise Partner Evaluation (Major Partners Only):
- Complete Partner Positioning Assessment
- Score 3 Cs (CAPACITY, CAPABILITY, COMMITMENT) - 1-5 each
- Score 6 Pillars - 1-5 each
- Set Partner Tier (Bronze/Silver/Gold/Platinum/Strategic)
Step 3: Set Up HubSpot Integration
- Tag reps in HubSpot with “Partner Sales Rep”
- Set Engagement Tier custom property (Tier 1-4)
- Set Rep Quality Score custom property (1-10)
- Create workflows to calculate aggregate metrics
- Create reports for weekly sync:
- Aggregate tier counts by partner company
- Tier 1-2 rep names by partner company
- High Quality Reps count (Quality Score >= 8)
- Aggregate metrics (leads, deals, response rates)
Step 4: Set Initial Actions
For each partner:
- Set Next Action Date (based on tier cadence)
- Set Next Action Type (Follow-up, Account Research, etc.)
- Set Next Action Rep (if known)
- Add Next Action Notes (context)
Step 5: Set Up Filter Views
- Daily Action View (Next Action Date < Today)
- Strategic Partners (IPP Score >= 40)
- Tier 1 Partners (Tier 1 Reps Count > 0)
- Major Partners (Partner Tier = Platinum/Strategic)
- Needs Attention (Time Since Last Touch > 30 days)
📋 Weekly Process
Monday Morning (Daily Action Planning)
- Open tracker, filter by “Next Action Date < Today”
- See which partners/reps need attention today
- Check HubSpot for rep details
- Take action
- Update “Next Action Date/Type/Rep” in tracker
Weekly Review
- Export aggregate metrics from HubSpot
- Update tracker with tier counts, rep names, metrics
- Set next week’s actions
- Mark CURRENT WEEK = Y for reviewed partners
Monthly Review
- Review tier movements in HubSpot
- Update tier counts in tracker
- Review partner performance (aggregate metrics)
- Review IPP scores and enterprise partner evaluation
- Update partner program status
📚 Key Documents
Tracker Structure
- Tracker Final Schema:
tracker-final-schema.md- Complete column list and descriptions - Tracker Final Structure:
TRACKER-FINAL-STRUCTURE.md- Quick column reference - Partner Tracking System:
partner-tracking-system.md- Full system documentation
Partner Qualification
- Ideal Partner Profile:
ideal-partner-profile.md- IPP framework - Partner Qualification Process:
partner-qualification-process.md- Step-by-step - Joint Value Proposition Template:
templates/joint-value-proposition-template.md- Mandatory for new partners
Enterprise Partner Evaluation
- Partner Evaluation Framework:
partner-evaluation-framework.md- How enterprise partners evaluate us - VP of Partnerships Agent:
agents/vp-partnerships-agent.md- Agent for dry runs - Partner Positioning Assessment:
templates/partner-positioning-assessment.md- Assessment tool - Partner Positioning Summary:
partner-positioning-summary.md- Quick reference
✅ Success Criteria
After setup, you should be able to:
- ✅ Filter by Next Action Date → See who needs attention today
- ✅ Filter by IPP Score → Focus on strategic partners (40-50 points)
- ✅ See tier distribution → Know engagement health at a glance
- ✅ Track aggregate metrics → Know partner performance overall
- ✅ Identify partner archetype → Know how partner creates value
- ✅ Plan weekly actions → Know what to do without checking HubSpot details
- ✅ Evaluate major partners → Track tier positioning (3 Cs + 6 Pillars)
Last Updated: January 2025
Owner: GTM / Partnerships Lead
Status: Ready for implementation