What are some KPI's you would recommend for us to track to understand how well our partner adoption is performing?

Try not to overcomplicate at first, and iterate as you go: Start simple: Leads, new customer adds, revenue generated through rev share agreements, and integration adoption. Iterate to: Partner-Sourced Leads: Leads generated through the partner’s network or co-marketing efforts. This measures the partner’s contribution to pipeline growth. Partner Co-Marketing Performance Metrics: Email open rates, click-through rates (CTR), and event attendance for partner-related campaigns. This tracks the success of joint marketing initiatives. Partner Contribution to Customer Retention: Percentage of customers retained due to partner solutions (to paint the strategic value of the partnership) Getting further into the weeds: Upsell or Cross-Sell Conversion Rate: Percentage of customers adopting the integration who subsequently purchase additional products or services. Formula: (Number of Additional Purchases from Integration Users / Total Integration Users) × 100 which demonstrates the potential for growth through partner offerings. Churn Rate for Integrated Customers: Percentage of customers who stop using your product, with a comparison between integrated and non-integrated users. Lower churn rates among integrated users often indicate the value of the integration (pro tip: partner sourced leads are usually, and should be, lower than direct sources leads. Highlight this to your CFO!) Support Tickets Related to Integration: Number and frequency of customer support inquiries regarding the integration. High numbers could indicate friction or usability issues. Onboarding Completion Rate: Percentage of users who complete onboarding after adopting the integration. Formula: (Users Who Complete Onboarding / Total Enabled Users) × 100. This reflects the effectiveness of your enablement resources. Integration Downtime: Frequency and duration of issues affecting the integration’s functionality. This measures reliability and its impact on customer trust. Other peripheral things to track: Customer CSAT w/integration NPS TTV aka Time-to-Value - The average time it takes for a customer to see the expected benefit after enabling the integration. Shorter TTV reflects the ease of use and immediate value of the integration.

Consider the end-to-end adoption funnel. - Top of funnel: app installs/auths - Middle of funnel: varies depending on the use case. Track events that show an intent or attempt to use the integration. - Bottom of funnel: DAU, successful "runs"

I’m going to be very unhelpful here and answer this question with a question 🙂 The answer to this is going to depend on what you mean by ‘performing’ - what does mean for your business? And does this differ based on partner type? For example - you might want to set up and track one set of KPIs to measure how the adoption of implementation partner services impacts on your customers’ time-to-value, and their eventual renewal and expansion rates. From this, you can start to form a view on which partner services are most impactful, and where you need to build partner capacity to maximize that impact. You could also take this same approach with technology partners and measure these metrics based on a specific integration, or combination of integrations. Or, you might want to track revenue impact more explicitly - ie tracking revenue growth that is directly related to or correlated with adoption of a specific integration. As with all KPIs - the best first step is to take a step back, and understand the 'why' behind the KPI, before setting it!

Some metrics to track partner adoption are partner sourced net new revenue and partner influenced revenue. If you are seeing these metrics are performing well with certain partners, it's a good indication that you have successfully enabled that partner to sell your offering. As well as your ICP’s are aligned and customers are seeing the value of both of your services. You must track metrics for all your partners as each one of them will have different goals established.

If you are looking to measure how well your partners are performing, take a look at revenue they produce for you, # of deals, average deal size, # of sales reps within the partner that are selling your solution (ie partner penetration), and those downsteam partners that produce (if that’s applicable). If a partner brought you one deal a quarter, ask what it would take to get 1 a month? How can you co-invest in your joint success? You still have to figure out the ROI of that channel to measure its effectiveness over other channels/partnerships you invest in. It’s also important to understand how much revenue your solution represents to the partner. Depending on the type of partner, a good rule of thumb is to be 10% of the partners’ business. If you don’t make up 10% of their revenues they may not care as much about having a strategic partnership. Make sure you understand why the partner should sell it? Why should they care? What does it help them solve? Does your solution represent a larger deal, better solution, stickier solution to help with retention? Those answers and creating an ideal partner profile (IPP) will inform how you want to GTM and which partners to pursue. Create a scorecard so you can evaluate your partnerships on an ongoing basis. With the strategic partners, agree upon KPIs that you measure together and meet on a consistent basis to ensure you are both meeting or exceeding those expectations.

Number of mutual case studies Number of mutual clients with partnership use cases set up Number of introductions into clients made / Closed ARR Number of stakeholders involved Number of enablement sessions run

This is a good one. Just did a presentation on it the other day: Marketing Reach & Acquisition - Partner-sourced Cost per Customer Acquisition (CAC) - Volume of partnerships content - Audience expansion - Addressable market reach & LTV potential CS Lifetime Value (LTV) - Retention of partner-sourced accounts vs. non - Retention of accounts with integrations vs. non - Integration usage vs. LTV - NPS vs. LTV Sales Net New & Expansion Revenue - Sourced net new revenue - Average Sales Price (ASP) of partner-sourced deals - Close rate of partner-sourced deals - Influenced revenue of non-sourced deals - ARR by Partner/Integration - Cross-sell expansion revenue