Circulos AI

Sales AI Skill

Channel Partner Management

Manage channel and partner ecosystem including partner recruitment, onboarding, enablement, co-selling, partner incentive programs, performance tracking, and partner relationship management. Use when recruiting new partners, onboarding channel partners, running partner programs, managing co-sell programs, tracking partner performance, or administering partner incentives. Triggers on phrases like "channel partner", "partner recruitment", "partner onboarding", "co-sell", "partner incentive", "PRM", "partner ecosystem", "reseller", "value-added reseller", "VAR", "partner enablement".

Channel & Partner Management

Build and manage a high-performing partner ecosystem that drives revenue growth through indirect channels.

Workflow

1. Partner Strategy & Recruitment

  1. Partner ecosystem strategy:
  1. Partner identification and recruitment:
  1. Partner agreement and program design:

2. Partner Onboarding & Enablement

  1. Partner onboarding program:
  1. Partner enablement and training:
  1. Partner portal and resources:

3. Co-Sell & Joint Business Planning

  1. Joint business planning:
  1. Co-sell program execution:
  1. Conflict management:

4. Partner Incentive & Performance Management

  1. Incentive program design:
  1. Partner performance tracking:
  1. Partner development and improvement:

5. Partner Marketing & Demand Generation

  1. Joint marketing programs:
  1. Partner-led demand generation:
  1. Partner marketing measurement:

Templates & Frameworks

Partner Tier Structure

PARTNER TIER STRUCTURE — 2025
==============================

REGISTERED PARTNER (ENTRY LEVEL):
  Requirements: Signed agreement, basic training complete
  Benefits: Deal registration, basic marketing collateral
  Revenue target: None (qualification tier)
  Support level: Self-service portal, community forums
  Duration: 90 days to advance or exit

SILVER PARTNER:
  Requirements: 2 certified staff, $100K annual revenue, active pipeline
  Benefits: Standard margin, MDF eligibility ($5K), sales training
  Revenue target: $250K annually
  Support level: Dedicated partner manager, quarterly review
  Duration: Annual review

GOLD PARTNER:
  Requirements: 5 certified staff, $500K annual revenue, 3 new logos/year
  Benefits: Enhanced margin (+5%), MDF ($20K), co-marketing, preview access
  Revenue target: $1M annually
  Support level: Named partner manager, monthly review, co-sell support
  Duration: Annual review

PLATINUM PARTNER:
  Requirements: 10 certified staff, $2M annual revenue, strategic account wins
  Benefits: Maximum margin (+8%), MDF ($50K), dedicated TAM, executive sponsor
  Revenue target: $5M annually
  Support level: Executive relationship, joint business planning, co-sell embed
  Duration: Quarterly review

ADVANCEMENT & DEMOTION:
  Advance: Meet higher tier requirements for 2 consecutive quarters
  Demotion: Miss tier requirements for 2 consecutive quarters
  Exit: Miss requirements for 4 consecutive quarters OR agreement violation
  Fast-track: Exceptional performance allows accelerated advancement

PERFORMANCE REVIEW CADENCE:
  Silver: Quarterly
  Gold: Monthly
  Platinum: Weekly + Monthly executive review

Partner Incentive Program

PARTNER INCENTIVE PROGRAM — Q2 2025
=====================================

QUICK BONUS (SPIFF):
  New logo deal (closed within 60 days): $500 per deal
  Strategic product line deal: $750 per deal
  First-time partner deal: $1,000 per deal
  Deal size >$100K: Additional 2% of deal value
  Eligibility: All active partners
  Claim window: 30 days from close

VOLUME REBATE (QUARTERLY):
  $100K-$249K quarterly revenue: 2% rebate
  $250K-$499K quarterly revenue: 3.5% rebate
  $500K-$999K quarterly revenue: 5% rebate
  $1M-$2.49M quarterly revenue: 6.5% rebate
  $2.5M+ quarterly revenue: 8% rebate + Platinum fast-track
  Payout: 30 days after quarter end

STRATEGIC INITIATIVE BONUS:
  Cross-sell to existing customer base: 3% of incremental revenue
  Upsell/upgrade deal: 2% of incremental revenue
  Multi-year contract close: Additional 1% per year beyond 1
  Reference/customer testimonial provided: $250 per approved reference
  Community contribution (forum answer, blog post): $100 per approved contribution

MARKETING DEVELOPMENT FUND (MDF):
  Silver: $5,000/year (1:1 match, max $5K)
  Gold: $20,000/year (1:1 match, max $20K)
  Platinum: $50,000/year (2:1 match, max $50K)
  Eligible activities: Events, digital ads, content, tradeshows, webinars
  Claim process: Pre-approval required, post-activity report within 30 days

RECOGNITION & AWARDS:
  Partner of the Quarter: $5,000 + executive dinner
  Top New Logo Generator: $3,000 + recognition event
  Highest Growth Partner: $4,000 + conference VIP pass
  Training Champion (most certifications): $1,000 per cert beyond threshold
  Community MVP: $500 + featured spotlight

INCENTIVE CLAIM PROCESS:
  Submit claim via partner portal within 30 days
  Verification and approval within 5 business days
  Payment within 15 business days of approval
  Dispute resolution process and escalation path

Integration Points

Edge Cases

Output

Partner Performance Dashboard

PARTNER PERFORMANCE — April 2025
=================================

ECOSYSTEM OVERVIEW:
  Active partners: 234
  By tier: Platinum 12, Gold 34, Silver 89, Registered 99
  New partners onboarded (this quarter): 18
  Partners exited (this quarter): 7
  Partner retention rate: 97.0%

REVENUE PERFORMANCE:
  Partner-sourced revenue: $4.8M (38% of total revenue)
  Partner pipeline: $12.4M
  Partner-assisted revenue: $2.1M
  Avg deal size (partner): $147,000
  Partner revenue growth: +22% QoQ ✓

PERFORMANCE BY TIER:
  Platinum: $2.1M revenue, $5.8M pipeline ✓ (175% of target)
  Gold: $1.4M revenue, $3.2M pipeline ✓ (112% of target)
  Silver: $0.8M revenue, $2.1M pipeline (89% of target ⚠)
  Registered: $0.5M revenue, $1.3M pipeline

PARTNER HEALTH:
  Partners on target: 189 (80.8%)
  Partners at risk: 28 (12.0%)
  Partners off target: 17 (7.3%)
  Avg partner pipeline coverage: 3.2x ✓
  Partner win rate: 34% (vs 31% direct) ✓

ENABLEMENT & CERTIFICATION:
  Certified partners: 178 (76.1%)
  New certifications this quarter: 67
  Training completion rate: 82%
  Avg certification per partner: 3.4
  Portal engagement rate: 71%

INCENTIVE & MDF:
  Quick bonuses paid: $42,300
  Volume rebate committed: $187,000
  MDF utilized: $156,000 (78% of allocated)
  MDF-driven pipeline: $2.8M (18x MDF ROI)
  Incentive program ROI: 24x

TOP PERFORMING PARTNERS:
  1. [Partner A]: $420K revenue, Platinum, 156% of target
  2. [Partner B]: $380K revenue, Gold, 148% of target
  3. [Partner C]: $310K revenue, Platinum, 132% of target

Trigger Phrases

"channel partner", "partner recruitment", "partner onboarding", "co-sell", "partner incentive", "PRM", "partner ecosystem", "reseller", "value-added reseller", "VAR", "partner enablement", "deal registration", "MDF", "partner tier", "joint business plan"

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