The problem

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

What I did

Led a team of four to rebuild 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 paper the deal' to 'did the partner improve the customer's trajectory.' Captured full range of pre-sale and post-sale activities. Built predictive forecasts and KPI infrastructure used by CRO and Partnerships leadership. Established weekly operating cadences accelerated by GenAI tooling.

Outcome