Partner Program Strategy
Service partner

I would like to understand how much (%) of your company revenue is generated by resellers. My definition of resellers is a third party company that contracts with the end-client, implements, and supports.

1 Answers
Kevin Kriebel avatar
Kevin Kriebel
Drata Vice President of Business Development
Every company has different metrics and growth objectives for their partner program. Our goal in year 1 of our partner program is for 10% of the net new ACV target for the company to be driven/sourced by partners. Any deal that only involves a partner for use as a transaction vehicle is not counted towards that goal. Moving forward, our growth goal is for BD's % contribution to the business to be 1.5x YoY. So this year 10%, next year 15%, and so on.