The problem

When I took it over, nobody could say what the partner ecosystem actually contributed. The only things the systems counted were deal registrations and partner-papered revenue, which describe a resale channel, and the ecosystem had stopped being one as direct sales and success teams grew around it. Partner field teams and partners themselves were being evaluated against those numbers anyway.

What I did

Led a team of four to rebuild the attribution model from scratch. Three months from starting to the model running in CRO and Partnerships reporting. 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,' and captured the full range of pre-sale and post-sale activities. Built the predictive forecasts and KPI infrastructure on top of it, then put the whole thing on a weekly cadence accelerated by GenAI tooling.

Outcome