What is a partner-sourced deal?
A partner-sourced deal is a term you’ll hear often with indirect sales, and it’s exactly what it sounds like: a successful sale that was originally identified and qualified by one of your channel partners. It’s a testament to the effectiveness of your partnerships, since it shows that your partners are not only able to promote your solutions but also actively find and engage new customers.
For example, your company may have various resellers or distributors who sell its products to customers. If one of these partners identifies a potential customer, engages with them, and ultimately that sale closes, that deal is considered partner-sourced.
Key characteristics of partner-sourced deals include:
- Identification: Your partner finds a potential customer or opportunity
- Qualification: Your partner confirms the potential customer’s interest and ability to purchase
- Engagement: Your partner may facilitate initial discussions or negotiations, hand it off to your internal team or another partner, or close the deal themselves
The beauty of partner-sourced deals is they allow you to tap into your partners’ local expertise and customer relationships, extending your reach into markets and segments you might otherwise struggle to penetrate.
Tracking partner-sourced deals is important for understanding the impact of partner contributions to your company’s overall sales efforts. It also helps you properly recognize and reward partners for their sales efforts and contributions. They can also be a good indicator of the health of your partner program: the more partner-sourced deals, the more engaged and effective your partners are likely to be.