The problem

The partner ecosystem was measured as a transactional resale channel. Activity-volume metrics like deal registrations and sourced revenue didn't reflect lifecycle value or customer outcomes. Partner field teams were being evaluated on the wrong things.

What I did

Rebuilt the attribution model from scratch. Reclassified the ecosystem from a resale channel to a lifecycle value framework, redefined the unit of measurement from 'did the partner source the deal' to 'did the partner improve the customer's trajectory,' and built predictive forecasts and KPI infrastructure used by CRO and Partnerships leadership. Established weekly operating cadences accelerated by GenAI tooling.

Outcome