Build a partner scorecard that can support tiering, co-sell routing, and conflict escalation decisions.
The organization has four strategic partners, but nobody agrees on which one deserves more benefits because each leader weights success differently. Commercial quality -> capability -> co-sell discipline -> operational health The common trap is to confuse familiarity with quality. A partner can feel easy to work with because they are responsive, while still producing weak discovery, noisy handoffs, or conflict-prone overlap. Define the decision List the scorecard decisions it must support: tiering, seller routing, MDF, escalation. A scorecard without a decision job becomes decorative reporting. Choose the categories Use four categories: commercial quality, capability depth, co-sell discipline, and operational…
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