Partner Pipeline Coverage
Ratio of total partner-sourced pipeline value to the partner revenue target for the period
What is Partner Pipeline Coverage?
Partner pipeline coverage compares the pipeline that partners have sourced with the revenue target the partner channel is expected to deliver. It shows whether there is enough partner pipeline to reach the goal.
A coverage figure well below what the win rate requires is an early warning of a shortfall.
How this KPI is measured
- Function
- Sales
- Sub-function
- Channel / Partner Sales
- Industry
- All Industries
- Type
- Leading
- Impact
- Operational
- Unit
- x
- Measurement frequency
- Monthly / Quarterly
- Formula
- Total partner-sourced pipeline / Partner revenue target for period
How to calculate it
Divide total partner-sourced pipeline by the partner revenue target for the period.
For example, if partner-sourced pipeline is 6,000,000 and the partner revenue target is 2,000,000, coverage is 3x.
Compare it with the multiple your win rate requires. If you typically win one in four deals by value, you need about 4x.
Where it is used
Early warning
See a gap in time to act.
Planning partner activity
Decide how much pipeline to help partners build.
Forecasting
Estimate the likely partner result.
How to improve it
Tips and common mistakes
- Pipeline quality matters. Coverage of poor deals is not comfort.
- Watch the timing of expected closes.
- Use historic partner win rates, not company-wide ones.
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