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

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.