Scorecard Review YOUR LOGO PARTNER LOGO QBR Participants

Scorecard Review YOUR LOGO | PARTNER LOGO QBR Participants from Partner Jane Doe (VP of Partnerships) John Dunn (Account Executive) QBR Participants from Your Team Katie Martinez (Customer Success Lead) Jean Erhardt (Director of Customer Success) Training Completed vs Plan X Partner Program Introduction, Sales Training (North American Partners) Training Offered X Partner Program Introduction, Sales Training (North American Partners, Getting Up to Speed w/ Cloud. Rocket Any certifications completed? Deals Registered/Closed vs Plan In this portion, talk about both the amount of deals they have closed as well as the dollar value. You should have a goal set for both. Hitting a revenue goal through minimal deals may be a cause for concern due to the natural fluctuation of deal value year to year. If the partner hit one goal and not the other, then that isn’t a sustainable model. Deal Support During Period from Your Team Talk through specific examples of when your team helped push deals further down the pipeline for your partners, helped with messaging, joined sales calls, etc. MDF ROI MDF 1 – results it yielded MDF 2 – results it yielded Unclaimed MDF $ Amount Is there a reason why? Pipeline What does next month/quarter pipeline look like? How does that compare to goals? Goal Completion Did you reach your deal/revenue goals? Are you pacing properly to reach your yearly goals? How can we better help you? Examples of Successful Plays Sally went through the extra training on selling against Competitor X and went after deals in the Financial Services industry, she had a higher win rate versus others.