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Partner sourced revenue | KPIs | PartnerStandard Knowledge Hub
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What are partner-sourced deals? “Partner-sourced deals are sales opportunities a partner started, by finding the prospect and registering it before your direct team got involved.” What is the difference between partner sourced and partner influenced?
Three inputs decide the number: “A deal counts when the partner identified the prospect and registered it as new, not when the partner joined a deal your team already had.” Attribution window. The deal is tagged "partner-sourced" at registration, and the tag follows it until it closes. Pick whether you count revenue in the period the deal closed or the period it was sourced, and apply one rule to every deal.
The most common mix-up is sourced versus influenced. The split is simple. Sourced means the partner started the deal. Influenced means the partner helped a deal but did not start it. “Helped one or more steps, for example a referral, joint selling, or technical validation” Crossbeam describes sourced revenue as direct revenue from a partner and influenced revenue as indirect revenue from one or more partners. Unifyr notes that sourced revenue measures a partner's pipeline-generation ability while influenced measures sales-acceleration ability. Keep the two counts separate so neither number is overstated. See partner influenced revenue for the other side, and partner revenue for the combined view.
Numerator. Only deals the partner sourced. A deal counts when the partner identified the prospect and registered it as new, not when the partner joined a deal your team already had. Unifyr's Channel Atlas defines it the same way, as "total closed-won revenue from deals that were originated by channel partners." “The deal is tagged "partner-sourced" at registration, and the tag follows it until it closes.” Period and denominator. Report the figure as a dollar amount and as a share of total company revenue for the same period, so the two always cover the same window.
How to calculate partner-sourced revenue “Partner-sourced revenue is the total closed-won revenue from deals a partner originated.” Partner-sourced revenue = sum of closed-won revenue from deals the partner originated
Three inputs decide the number: “A deal counts when the partner identified the prospect and registered it as new, not when the partner joined a deal your team already had.” Attribution window. The deal is tagged "partner-sourced" at registration, and the tag follows it until it closes. Pick whether you count revenue in the period the deal closed or the period it was sourced, and apply one rule to every deal.
Partner-sourced revenue is the total closed-won revenue from deals a partner originated. Add up the closed value of every deal where a partner found the prospect and registered it before your direct team got involved. “Partner-sourced revenue = sum of closed-won revenue from deals the partner originated” Three inputs decide the number:
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