Partner-Sourced Revenue
Total revenue from deals where a channel partner originated or co-sold the opportunity
What is Partner-Sourced Revenue?
Partner-sourced revenue is the total value of closed-won deals that came from channel partners. It shows how much revenue the partner channel creates.
It is the main output measure for a partner programme and shows whether investment in partners is paying off.
How this KPI is measured
- Function
- Sales
- Sub-function
- Channel / Partner Sales
- Industry
- All Industries
- Type
- Lagging
- Impact
- Revenue
- Unit
- $
- Measurement frequency
- Monthly / Quarterly
- Formula
- Sum of closed-won deal values attributed to channel partner source
How to calculate it
Add up the values of closed-won deals attributed to a channel partner source in the period.
For example, if 40 partner-sourced deals closed with a total value of 2,400,000, partner-sourced revenue is 2,400,000.
Agree the attribution rules with partners, record the source on each deal, and compare with the cost of the programme.
Where it is used
Judging the programme
See the return from partner investment.
Setting targets
Give the channel a revenue goal.
Rewarding partners
Base incentives on sourced revenue.
How to improve it
Tips and common mistakes
- Watch for conflict between direct and partner credit.
- A few partners often produce most of the revenue. Know who they are.
- Include cost of partner margin when judging return.
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