Tool
Partnership Value Prop Assessment
Assess the value of a partnership from the partner's point of view - the "missing part" of most partnering value props. Score five topics: Revenue & Growth, Practice & Competency, Strategic Moat, Time-to-Value, and Demand & Pipeline Support. Rate each attribute 0 (weak) to 5 (strong) for weighted topic and total scores.
v1 · Aug 26
Score the value prop
Used to title the downloadable report.
Revenue & Growth Opportunity
The most concrete, most persuasive category to a partner's P&L owner.
New account access
Does building a competency with your product open doors to net-new logos?
Existing account expansion
Does it unlock upsell/cross-sell inside accounts they already hold?
Deal economics
Is the addressable deal size and margin worth the practice investment?
Revenue durability
One-time project motion, or a recurring / annuity revenue stream?
Practice & Competency Building
Directly from the 'missing part' thesis — the category most programs skip.
Staff recruitment / retention
Does certification give them a hiring or retention edge — more interesting work, a career path?
Utilization
Does the work make existing staff more utilized and transferable across engagements?
Service application
Does competency unlock upsell of other/adjacent engagements — integrations, operation & maintenance?
IP creation
Can they build a reusable accelerator, integration, or methodology they can resell or reuse?
Strategic Moat & Market Positioning
The 'look like heroes to their clients' dimension.
Differentiation
Does this let them stand out against competing agencies/SIs in pitches?
Trusted-advisor strength
Does it deepen their credibility and stickiness with existing clients?
Go-to status
A realistic path to becoming a preferred/first-call partner, not just one of many?
Category relevance
Is your product in a growing/durable market category worth betting practice investment on?
Time-to-Value
Friction kills willingness fast.
Certification effort
How much time/cost to get a delivery team certified and productive? (Score high for low friction.)
Enablement quality
Are training, sales, and technical materials actually usable, or theoretical?
Tooling access
PRM, LMS, deal registration — easy to engage without a heavy agreement negotiation?
Support during first deal
A safety net — pro-services backstop, SME access — while they're still learning?
Demand & Pipeline Support
Where most partners silently judge you, even if they say they don't care about referrals.
Lead flow realism
Will you actually reciprocate new business, or is this primarily a distribution partnership?
Co-sell participation
Will your AEs/SEs show up and work deals jointly, not just hand off?
Marketing support
MDF, joint GTM campaigns, co-branded content — real or symbolic?
Marketplace access
Hyperscaler marketplaces, private offer development, customer commit burn-down?
Value prop score
Total
0 / 100
Weak — rethink the pitch
Revenue & Growth Opportunity
0.0 / 5
Practice & Competency Building
0.0 / 5
Strategic Moat & Market Positioning
0.0 / 5
Time-to-Value
0.0 / 5
Demand & Pipeline Support
0.0 / 5
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Build a partner-centric value prop
A strong score is the pitch. Let's translate your product and program into a value prop your partners actually feel - and turn it into pipeline.