Partner: recruit to paid-out deal

Recruit
partners whose customers look like the ICP; signed agreement with tier and payout terms

Enable
training, certification, co-marketing, portal access; a partner manager assigned

Approved
90-day protection window; routed to a partner AE; sourced vs. influenced set by registration date

Rejected or lapsed
already open, already registered or outside the agreement, or the window ran out; partner told why

Payout
on closed-won and, usually, on cash collected; rate by tier and by sourced vs. influenced

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

PARTNER TYPES

Referral
sends the lead, you sell and own the customer; paid a one-time fee or first-year percentage

Reseller
sells and often bills the customer; you may never talk to the end buyer; discount off list instead of a payout

Integration and technology
product works with theirs; co-marketing and co-sell; often no money changes hands, the value is the joint customer

Marketplace
listed on a cloud or app marketplace; buyer uses committed spend; marketplace takes a cut; deal still registered and routed

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.