Rating Methodology
How we evaluate partner programs using criteria tailored to each program type
Weighted Scoring
Criteria weighted by importance to each program type
5-Star Scale
Consistent 1-5 star ratings across all criteria
Two-Part Rating
General ratings + program-specific criteria
General Program Ratings
These four criteria apply to every partner program, regardless of type. They represent the foundational aspects that matter to all partners and make up approximately 25% of the total weighted score.
Partner Support
Quality and responsiveness of partner support resources
Why It Matters
Partner support is the lifeline of any program. When issues arise, whether technical problems, deal conflicts, or program questions, how quickly and effectively the vendor responds directly impacts your ability to serve customers and close deals.
Questions to Consider
- How quickly do they respond to your support requests?
- How knowledgeable and helpful is the support staff?
- Do you have access to a dedicated partner manager?
- Can you escalate critical issues effectively?
- Are self-service resources available and useful?
Program Communication
Clarity of communication, program updates, and transparency
Why It Matters
Clear, proactive communication builds trust and enables partners to plan effectively. Programs that surprise partners with changes or leave them guessing about roadmaps create uncertainty that erodes the partnership.
Questions to Consider
- Do you receive advance notice of program changes?
- Are program terms and requirements clearly explained?
- Do you get regular updates on the product roadmap?
- Is it clear what you need to do to reach the next tier?
- Are partner newsletters and announcements useful?
Ease of Business
Administrative burden, portal usability, operational friction
Why It Matters
Administrative burden is a hidden cost of partnership. Every hour spent navigating a clunky portal, chasing approvals, or deciphering complex processes is an hour not spent selling or serving customers.
Questions to Consider
- Is the partner portal easy to use and reliable?
- How smooth is the deal registration process?
- Are contracts and agreements straightforward?
- How long did it take to onboard and get productive?
- Are invoicing and payments handled efficiently?
Overall Satisfaction
Would you recommend this program to a similar partner?
Why It Matters
The overall satisfaction score captures your holistic assessment of the program, factoring in not just the measurable criteria, but also intangibles like trust, relationship quality, and whether you'd recommend this program to a peer.
Questions to Consider
- Would you recommend this program to a similar partner?
- Does the program deliver on its promises?
- Is the partnership mutually beneficial?
- How does it compare to similar programs you've been in?
- Would you expand your investment in this program?
Program-Specific Ratings
Different partner types have fundamentally different priorities. A reseller cares most about margins and deal protection. A technology partner prioritizes API documentation. A service partner focuses on training quality. These criteria capture what matters most for each program type.
Note: Every program is also rated on the General Program Ratings above. The criteria below are in addition to those universal criteria.
Sell Motion
Referral Program
Programs where partners refer leads in exchange for commissions
| Criterion | Description | Weight |
|---|---|---|
| Commission Structure | Clarity and competitiveness of commission rates | 25% |
| Attribution & Tracking | Reliability of lead tracking and payout visibility | 20% |
| Conversion Support | Vendor's effectiveness at closing referred leads | 15% |
| Payout Speed | Time from closed deal to commission payment | 15% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Affiliate Program
Performance-based programs with tracking links and marketing assets
| Criterion | Description | Weight |
|---|---|---|
| Commission Structure | Clarity and competitiveness of commission rates | 25% |
| Attribution & Tracking | Reliability of lead tracking and payout visibility | 20% |
| Marketing Assets | Quality of banners, copy, landing pages provided | 15% |
| Payout Speed | Time from closed deal to commission payment | 15% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Reseller Program
Programs where partners buy and resell vendor products
| Criterion | Description | Weight |
|---|---|---|
| Margins & Discounts | Competitiveness of base margins and tier discounts | 20% |
| Deal Registration & Protection | Effectiveness of deal registration and protection | 20% |
| Channel Conflict Management(5 = best) | How well vendor prevents direct competition with partners | 15% |
| Sales Enablement Tools | Quoting tools, pricing access, CPQ functionality | 10% |
| MDF & Co-Marketing | Accessibility and usability of marketing development funds | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Distribution Program
Two-tier programs where distributors aggregate and resell to MSPs/resellers (e.g., Pax8, TD Synnex)
| Criterion | Description | Weight |
|---|---|---|
| Margins & Discounts | Competitiveness of base margins and tier discounts | 15% |
| Provisioning & Integration | API readiness, automation capabilities, marketplace integration ease | 18% |
| Billing Integration | Consolidated billing support, subscription sync, usage reporting | 12% |
| Channel Commitment | Partner-first policies, limited direct sales competition | 12% |
| Downstream Partner Support | Resources to enable your reseller network | 10% |
| Market Development | Co-marketing and demand generation support | 8% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Co-Sell Program
Joint selling programs with shared pipeline and opportunities
| Criterion | Description | Weight |
|---|---|---|
| Revenue Attribution | Fairness and transparency of revenue/influence credit | 20% |
| Opportunity Sharing | Quality of leads shared, pipeline visibility | 20% |
| Joint Sales Support | Co-selling resources, solution architects, pre-sales support | 15% |
| Marketplace Integration | Ease of transacting through cloud marketplaces | 10% |
| Incentive Alignment | Vendor sales team incentives to work with partners | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Build Motion
Technology/ISV Program
Programs for building integrations and technical partnerships
| Criterion | Description | Weight |
|---|---|---|
| API & Documentation | Completeness, accuracy, and usability of technical documentation | 20% |
| Sandbox & Testing | Access to development and test environments | 15% |
| Integration Support | Technical support during integration, response times | 15% |
| Go-to-Market Support | Co-marketing, joint selling, marketplace placement support | 15% |
| Roadmap & Early Access | Visibility into product roadmap, beta access | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
OEM Program
Programs for embedding vendor technology into partner products
| Criterion | Description | Weight |
|---|---|---|
| Licensing & Pricing | Flexibility and competitiveness of OEM licensing terms | 20% |
| Technical Integration | APIs, SDKs, white-label capabilities | 20% |
| IP & Branding Rights | Clarity of IP ownership, white-labeling terms | 15% |
| Roadmap & Early Access | Visibility into product roadmap, beta access | 10% |
| Joint Solution Support | Resources for joint solution development | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Marketplace Program
Programs for listing and selling through vendor marketplaces
| Criterion | Description | Weight |
|---|---|---|
| Revenue Share | Competitiveness of marketplace revenue split | 20% |
| Listing Visibility | Discoverability, search ranking, featured placement | 15% |
| Technical Onboarding | Ease of getting listed, integration requirements | 15% |
| Co-Selling Integration | Connection to vendor sales teams and pipeline | 15% |
| Marketing Support | Co-marketing, case studies, promotional support | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Serve Motion
Service/Consulting Program
Programs for implementation and consulting partners
| Criterion | Description | Weight |
|---|---|---|
| Training & Certification | Quality and accessibility of training and certifications | 20% |
| Technical Enablement | Labs, sandboxes, demo environments, implementation guides | 15% |
| Project Referrals | Quality and volume of implementation project referrals | 15% |
| Services Margins | Profitability of implementation and consulting work | 15% |
| Pre-Sales Support | Solution architects, scoping support, technical guidance | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Training/Education Program
Programs for certified trainers and education delivery partners
| Criterion | Description | Weight |
|---|---|---|
| Curriculum Quality | Completeness and quality of training materials | 20% |
| Trainer Enablement | Resources and support for certified trainers | 15% |
| Certification Value | Market recognition and demand for certifications | 15% |
| Revenue Model | Competitiveness of training delivery economics | 15% |
| Content Updates | Frequency and quality of curriculum updates | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Strategic
Alliance Program
Strategic partnership programs with joint investment
| Criterion | Description | Weight |
|---|---|---|
| Strategic Alignment | Shared vision, executive sponsorship, long-term commitment | 20% |
| Joint Investment | Co-funding, resource commitment, shared risk | 15% |
| Go-to-Market Support | Co-marketing, joint selling, marketplace placement support | 15% |
| Solution Co-Development | Support for building integrated solutions | 15% |
| Relationship Management | Quality of alliance management and governance | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
Ambassador Program
Advocacy programs for influencers and community leaders
| Criterion | Description | Weight |
|---|---|---|
| Recognition & Status | Visibility, badges, community recognition | 20% |
| Exclusive Access | Early product access, insider briefings, events | 20% |
| Community Value | Quality of peer network and community engagement | 15% |
| Content Support | Resources for creating content, co-creation opportunities | 10% |
| Tangible Benefits | Swag, travel, speaking opportunities, compensation | 10% |
These criteria make up 75% of the total score. The remaining 25% comes from the General Program Ratings described above.
How Scores Are Calculated
Overall Score = Sum(Score × Weight) / Sum(Weights)Each criterion's score (1-5) is multiplied by its weight, then divided by the total weight of all rated criteria. This produces a weighted average that reflects the relative importance of each aspect.
Example: Reseller Program
A partner rates a reseller program with these scores:
- • Margins & Discounts: 4/5 (20% weight) → 0.80
- • Deal Registration: 5/5 (20% weight) → 1.00
- • Channel Conflict: 3/5 (15% weight) → 0.45
- • Partner Support: 4/5 (6.25% weight) → 0.25
- • ... and so on for all criteria
The final score is the sum of all weighted scores, giving criteria that matter most for resellers (like margins and deal protection) more influence on the overall rating.
Research-Backed Framework
Our rating criteria and weights are based on extensive industry research about what partners actually value in each type of program.
Partner priorities by type
Channel conflict impact (59% report revenue loss)
Partner-influenced deals (53% more likely to close)
Deal registration effectiveness
Partner relationship dimensions
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