What KPIs or metrics do you track to evaluate the impact/return of co-selling with partners?

We focus on revenue-first metrics and intentionally ignore vanity ones. At the core are partner-sourced revenue and partner-influenced revenue. Sourced revenue captures true incremental bookings where the partner originated the deal, while influenced revenue reflects the broader value partners add across complex sales cycles. Together, they show both direct impact and ecosystem leverage. Win rate matters just as much as volume. Partner-sourced deals consistently convert at a higher rate than direct deals in the same segments, which tells us partners are improving deal quality, not just adding noise to the funnel. Pipeline coverage is our primary leading indicator. We track partner-sourced pipeline weekly to ensure future bookings are on track, rather than waiting for closed-won numbers to tell us we’re behind. Supporting metrics help us operate the motion. We track active versus at-risk partners to focus enablement where it pays off, measure time to first deal to assess onboarding effectiveness, and monitor deal velocity - which is consistently faster on partner-sourced deals. What we explicitly ignore: raw partner counts, training completions without pipeline impact, co-marketing activity not tied to opportunities, and standalone partner satisfaction scores. If it doesn’t connect back to revenue, it’s a distraction. From an ROI perspective, we model partnerships like sales capacity, not marketing spend. We compare total investment in partner teams and programs against closed-won bookings, with a clear year-one return target and multi-year upside. The most common mistake is tracking “partner engagement” without tying it to pipeline or bookings. Our dashboard stays intentionally simple: partner leads, opportunities, pipeline, and closed-won revenue - reviewed weekly. Revenue-focused, no fluff.

You don’t need to track everything. Track the metrics that actually tell the story. We focus on a few key ones that give us a clear, objective view of partner impact. First, we measure all revenue touched by partners, broken down into Direct and Influenced ARR. This gives us a true co-sell percentage and helps us track both attainment and YoY growth. We also have pipeline generation targets for partners "Outbound". We don’t just want them closing, we want them creating pipeline. It gives us earlier visibility into deals, allows us to support faster, and even turn lost deals into learning opportunities. From there, we focus on three core indicators: 1. Pipeline created 2. Win rate on co-sold deals 3. Revenue delivered These three give us a strong and objective rubric to evaluate a partner’s performance. Post-sale, we track the number of service hours delivered, number of projects involved in and CSAT scores for partner-led accounts. This helps us identify which partners are truly driving value, and it gives us a clearer picture of long-term customer health. Finally, we track PIEs, Partner Identified Expansions. If a partner is already working an account, are they proactively surfacing expansion opportunities or just keeping the lights on? That’s a key signal of a high-value, growth-minded partner.