<mxfile host="app.diagrams.net"><diagram name="Partner" id="partner"><mxGraphModel adaptiveColors="auto"><root><mxCell id="0"/><mxCell id="1" parent="0"/>
<UserObject label="GTM Operating Model  ›  Partner" link="/" id="bc"><mxCell style="text;html=1;fontSize=11;align=left;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="20" width="400" height="20" as="geometry"/></mxCell></UserObject>
<mxCell id="t" value="Partner: recruit to paid-out deal" style="text;html=1;fontSize=20;fontStyle=1;align=left;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="40" width="500" height="30" as="geometry"/></mxCell>
<mxCell id="rec" value="Recruit&lt;br&gt;&lt;small&gt;partners whose customers look like the ICP; signed agreement with tier and payout terms&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="130" width="160" height="80" as="geometry"/></mxCell>
<mxCell id="en" value="Enable&lt;br&gt;&lt;small&gt;training, certification, co-marketing, portal access; a partner manager assigned&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="240" y="130" width="160" height="80" as="geometry"/></mxCell>
<UserObject label="Deal registration&lt;br&gt;&lt;small&gt;partner submits account and opportunity; checked against existing records&lt;/small&gt;" link="/routing" id="reg"><mxCell style="shape=hexagon;perimeter=hexagonPerimeter2;size=0.18;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="440" y="130" width="180" height="80" as="geometry"/></mxCell></UserObject>
<mxCell id="appr" value="Approved&lt;br&gt;&lt;small&gt;90-day protection window; routed to a partner AE; sourced vs. influenced set by registration date&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="660" y="130" width="170" height="80" as="geometry"/></mxCell>
<UserObject label="Sell&lt;br&gt;&lt;small&gt;co-sell with the partner, or the partner resells; same opportunity stages&lt;/small&gt;" link="/sell" id="sell"><mxCell style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#FFFFFF;strokeColor=#94A3B8;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="870" y="130" width="150" height="80" as="geometry"/></mxCell></UserObject>
<mxCell id="rej" value="Rejected or lapsed&lt;br&gt;&lt;small&gt;already open, already registered or outside the agreement, or the window ran out; partner told why&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=13;fillColor=#FFFFFF;strokeColor=#94A3B8;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="450" y="250" width="160" height="80" as="geometry"/></mxCell>
<mxCell id="pay" value="Payout&lt;br&gt;&lt;small&gt;on closed-won and, usually, on cash collected; rate by tier and by sourced vs. influenced&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="870" y="250" width="150" height="92" as="geometry"/></mxCell>
<mxCell id="e1" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;defaultLabelBackgroundColor=gap;" edge="1" source="rec" target="en" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="e2" value="" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;" edge="1" source="en" target="reg" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="e3" value="" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;" edge="1" source="reg" target="appr" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="e4" value="conflict" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#94A3B8;strokeWidth=1.5;fontColor=#64748B;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=1;entryX=0.5;entryY=0;" edge="1" source="reg" target="rej" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell><mxCell id="e9" value="no progress in the window" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#94A3B8;strokeWidth=1.5;fontColor=#64748B;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=1;entryX=1;entryY=0.5;" edge="1" source="appr" target="rej" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="e5" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;defaultLabelBackgroundColor=gap;" edge="1" source="appr" target="sell" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="e6" value="closed-won" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=1;entryX=0.5;entryY=0;" edge="1" source="sell" target="pay" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
<mxCell id="own" value="owner · Partnerships (recruit, enable, program rules); partner AE or the territory AE sells; RevOps owns the registration logic and attribution.  measured by · partner-sourced and influenced pipeline and revenue, active partners, partner win rate vs. direct" style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="346" width="980" height="34" as="geometry"/></mxCell>
<mxCell id="types" value="PARTNER TYPES" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="396" width="980" height="130" as="geometry"/></mxCell>
<mxCell id="p1" value="&lt;b&gt;Referral&lt;/b&gt;&lt;br&gt;sends the lead, you sell and own the customer; paid a one-time fee or first-year percentage" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="types"><mxGeometry x="16" y="36" width="228" height="82" as="geometry"/></mxCell>
<mxCell id="p2" value="&lt;b&gt;Reseller&lt;/b&gt;&lt;br&gt;sells and often bills the customer; you may never talk to the end buyer; discount off list instead of a payout" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="types"><mxGeometry x="256" y="36" width="228" height="82" as="geometry"/></mxCell>
<mxCell id="p3" value="&lt;b&gt;Integration and technology&lt;/b&gt;&lt;br&gt;product works with theirs; co-marketing and co-sell; often no money changes hands, the value is the joint customer" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="types"><mxGeometry x="496" y="36" width="228" height="82" as="geometry"/></mxCell>
<mxCell id="p4" value="&lt;b&gt;Marketplace&lt;/b&gt;&lt;br&gt;listed on a cloud or app marketplace; buyer uses committed spend; marketplace takes a cut; deal still registered and routed" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="types"><mxGeometry x="736" y="36" width="228" height="82" as="geometry"/></mxCell>
<mxCell id="note" value="Sourced vs. influenced: sourced means the partner registered the deal before anyone at the company had touched the account, and it pays the higher rate. Influenced means the account was already in motion and the partner helped; lower rate or none. The registration timestamp is the arbiter, which is why the registration step exists at all." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="538" width="980" height="44" as="geometry"/></mxCell>
</root></mxGraphModel></diagram></mxfile>
