Case study. Cloud Cruz is a fictional company and every number is synthetic. The program design, the systems and the decisions are my work.Fictional company, synthetic data, my real work.

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Data dictionary: Ecosystem Partner Program

This file describes every table, every column and every metric in the Ecosystem database. It is written for two readers: a person exploring the data, and the AI that writes SQL in the Measurement Layer, which receives this file as its schema context.

All data is synthetic. Cloud Cruz, its partners, customers, people and every number are invented. Decision numbers in brackets point to DECISIONS.md.

Ground rules

  • Schema. All demo tables live in the ecosystem schema. The read-only role's search path is already set, so select * from partners works.
  • Today is 2028-03-31. The dataset is frozen as of 2028-03-31 23:59:59 UTC. Use timestamp '2028-03-31 23:59:59+00' (or date '2028-03-31') wherever you would use now(). Using now() gives wrong answers.
  • The window. The data runs from the 90-day beta (2027-01-01 to 2027-03-31) through Year 1 (2027-04-01 to 2028-03-31) [87, 102]. Leads start in Nov 2026.
  • Money is in US dollars, numeric. opportunities.amount is annual contract value (ACV).
  • Times are timestamptz in UTC unless the column is a date.
  • Ids are readable text with a table prefix, assigned in time order: U01 (team member), L00001 (lead), P0001 (partner), PP00001 (partner person), A0001 (account), O000001 (opportunity), DR00001 (deal registration), T000001 (deal touch), INV000001 (invoice), CR00001 (credential), EX00001 (exam attempt), H00001 (tier history), CA00001 (commission accrual), IP0001 (implementation package), CM0001 (co-marketing campaign), CO00001 (contribution), ST00001 (support ticket), E000001 (engagement event), DOC01 (program doc).
  • Rules live in config. Windows, rates and thresholds come from config/attribution.yaml and config/program.yaml. The values below are the current ones.
  • Limits. Generated SQL runs as ecosystem_readonly: SELECT only, 5-second timeout, 500 rows maximum. Aggregate in SQL rather than pulling raw rows.

Approximate size

Table Rows Table Rows
team_members 9 credentials 6,200
partner_leads 5,300 exam_attempts 2,400
partners 1,000 tier_history 1,000
partner_people 6,400 commission_accruals 1,400
onboarding_signals 18,000 implementation_packages 58
accounts 3,000 co_marketing_campaigns 3
opportunities 3,700 program_costs 90
opportunity_partners 2,100 contributions 1,100
deal_registrations 1,600 support_tickets 3,300
deal_touches 1,800 engagement_events 53,000
invoices 4,100 program_docs 14

Run npm run db:preview for exact counts and the Year-1 targets.

Tables

team_members

The partner team: 9 people all year [66]. AEs sit in sales and appear only as accounts.owner.

Column Type Allowed values and meaning
id text Primary key, U01 to U09.
name text Invented name.
role team_role head_of_partner_ops, pdr (partner development rep), partner_manager (two), partner_account_manager, partner_solutions_architect, enablement, partner_operations, partner_marketing.

partner_leads

Stage 0, Develop: every firm the PDR worked, inbound or outbound, converted or not [34 to 36, 68 to 70]. Converted leads link from partners.lead_id.

Column Type Allowed values and meaning
id text Primary key, L00001.
company text Invented firm name, unique. For converted leads it equals partners.name.
type partner_type agency, SI, ISV, tech, reseller.
segment partner_segment anchor, scale, specialist, builder [28].
region region us, canada, latam, uk_ireland, anz [67].
motion lead_motion inbound (the firm came to us) or outbound (the PDR reached out).
owner_id text The PDR who owns the lead. References team_members.id.
created_at timestamptz When the lead was created.
fit_score smallint 0 to 100 IPP fit score [29]. 70+ is approved automatically, 50 to 69 goes to a partner manager, under 50 goes to nurture [37].
intent_application smallint 30 if the firm completed the program application, else 0 [68].
intent_meeting smallint 20 if it replied to outreach or booked a meeting, else 0.
intent_timeline smallint Stated need and timeline: 20 (now), 10 (this quarter), 0 (later or unknown).
intent_events smallint Webinar or cohort attendance, 10 each, up to 20.
intent_content smallint Directory visits or content downloads, 0 to 10.
intent_score smallint Sum of the five components, before the 30-day half-life. To score "now", halve the components for signals older than 30 days relative to last_signal_at.
last_signal_at timestamptz The most recent intent signal.
deal_in_hand boolean The firm arrived with a named customer deal. Always temperature = 'urgent' [35].
temperature lead_temperature Fit x intent routing: urgent (deal in hand), hot (fit 70+ and intent 50+), warm (one of the two), nurture (neither).
route lead_route Where the lead went: person (hot and urgent, worked by a person), nurture (the automated sequence), agent_draft (the PDR agent drafts outreach; arrives with build 3, so unused in Year 1) [70].
stated_timeline stated_timeline The typed judgment read from the application or reply: now, this_quarter, later. Null if the firm never replied [69].
judgment_confidence numeric Model confidence, 0 to 1. Null in Year 1: the typed-decision layer runs by hand until build 3 [69].
judgment_model text Who made the judgment: manual in Year 1. Build 3 records the model name.
judged_at timestamptz When the judgment was made. Null exactly when stated_timeline is null.
human_review boolean A low-confidence judgment sent to a person. Always false in Year 1 (no model yet).
audited boolean In the random 5% weekly audit [70].
meeting_at timestamptz Meeting with a director-level or more senior decision maker, if one happened.
handoff_at timestamptz Warm handoff to a partner manager, within one business day of the meeting [36].
outcome lead_outcome converted (became a partner), nurture, disqualified (failed a gate), open (still being worked; created in the last 30 days).

partners

One row per partner that signed. About 1,000 signed by Mar 31, 2028, including 25 beta design partners [15, 65].

Column Type Allowed values and meaning
id text Primary key, P0001 to about P0997, in signing order.
name text Invented company name, unique.
lead_id text The lead it came from. References partner_leads.id.
type partner_type agency, SI, ISV, tech, reseller. ISVs and tech partners join from 2027-10-01 (except 4 beta ISVs); resellers from 2027-10-01 [15].
segment partner_segment anchor (invited, about 12), scale, specialist, builder (most) [28].
path partner_path services (agency, SI, reseller) or technology (ISV, tech).
region region us, canada, latam, uk_ireland, anz.
beta boolean One of the 25 design partners who signed in January 2027.
fit_score smallint Fit score at application, 0 to 100.
fit_outcome fit_outcome auto_approved (fit 70+) or human_review (50 to 69, admitted by a partner manager) [37].
review_reason text The logged reason for a human_review admission. Null otherwise.
applied_at date Application date.
accepted_at date Accepted into the program.
agreement_path agreement_path click_through on first portal login, or procurement (a $0 invoice through the partner's procurement) [39].
terms_accepted_at date Signing date. Use this as the partner's start date and for monthly cohorts.
onboarding_plan onboarding_plan standard_30 or accelerated (14 days) for managed partners; automated for the long tail [40].
partner_manager_id text Assigned partner manager. References team_members.id.
partner_account_manager_id text Set only for managed partners (Anchor, Scale and a few Specialists, 60 to 80 in total). References team_members.id.
onboarded_at date All six onboarding items done [40]. Null if not done by Mar 31, 2028.
first_deal_registration_at date Activation milestone 1: first deal registration submitted, any status [43].
first_closed_won_at date Milestone 2: first won deal where the partner is sourced, partner_of_record or implementer.
first_live_customer_at date Milestone 3: first such deal live in production. Activated means this is set.
activation_rating health_state hot (live within 60 days of signing), warm (within 150 days, or a deal registration in the first 30), cold (otherwise) [43].
tier partner_tier Current tier label: Member, Select, Premier, Elite. The label usually matches the counts, but not always (see Tier mismatch).
elite_invited boolean Invited from the Anchor list to work toward Elite (Jan 1, 2028 review) [32].
status partner_status active, or alumni after a year with no customer activity [56]. Not the same as an active partner (see metrics).
alumni_at date When the partner moved to the alumni list. Null for active partners.
delivery_maturity smallint 1 (new, limited delivery) to 5 (mature practice).
avg_project_value numeric The partner's typical project size in dollars, self-reported.

partner_people

Named people at each partner: the three onboarding contacts plus everyone who earns a credential.

Column Type Allowed values and meaning
id text Primary key, PP00001.
partner_id text References partners.id.
name text Invented name. Names can repeat across partners.
role person_role executive_sponsor, technical_lead, sales_lead (the three named contacts), or technical, business.
added_at date When the person was added.

onboarding_signals

Stage 2: one row per partner per day from signing until onboarded, or until 14 days past its segment ceiling. The daily health check that catches stalls in days, not at day 45 [41, 44, 46].

Column Type Allowed values and meaning
partner_id text References partners.id. Primary key with day.
day date The calendar day.
day_number smallint Day 1 is the signing day.
logged_in boolean The partner's first portal login has happened.
checklist_pct smallint Share of the onboarding checklist done, 0 to 100.
plan_pct smallint Where the partner's own plan says it should be, 0 to 100. Plan length: 14 days (accelerated), 30 (standard), or the segment ceiling for automated plans (Builder 14, Specialist 30, Scale and Anchor 45).
accreditations smallint Sales and Technical Accreditations earned so far, 0 to 2.
sandbox_builds smallint Builds in the partner sandbox so far.
cohort_sessions smallint Weekly live cohort sessions attended so far.
slack_active boolean Posted in Slack that day. A fair leading indicator; never counts as activity.
crossbeam_overlaps smallint Shared target accounts found in Crossbeam.
deal_registered boolean A deal registration has been submitted.
health health_state cold when 40% or more behind plan or not logged in by day 3; hot when a deal is registered or 10 points ahead of plan; else warm. "Behind" is 1 - checklist_pct / plan_pct.
intervention intervention Set on the day a rule fires, else none: outreach (no login by day 3), nudge (automated, 25% behind), person (went cold), office_hours (no sandbox build by day 10), fast_track (deal registered: fast track to co-sell). Human touch means outreach, person or office_hours.

accounts

Customer and prospect companies. Mid-market software companies are the primary ICP [14].

Column Type Allowed values and meaning
id text Primary key, A0001 to A3000.
name text Invented company name, unique.
segment account_segment smb (under 200 employees), midmarket (200 to 2,000), enterprise (over 2,000).
region region us, canada, latam, uk_ireland, anz.
employees integer Headcount.
owner text The AE who owns the customer relationship [50].

opportunities

Every deal, direct and partner. The opportunity always lives on the customer account, owned by the AE; partners attach through opportunity_partners [85].

Column Type Allowed values and meaning
id text Primary key, O000001, in creation order.
account_id text The customer. References accounts.id.
pricing_plan pricing_plan self_serve (monthly, under $12K ACV), premium ($12K to $50K), enterprise ($50K+) [60].
amount numeric Annual contract value in dollars.
term_months smallint 1 for self-serve; 12 for Premium; 12, 24 or 36 for Enterprise.
stage opportunity_stage prospecting, qualification, proposal, negotiation, closed_won, closed_lost.
created_at timestamptz When the opportunity was created. A few direct deals were created before the window.
closed_at timestamptz Null while open.
won boolean Null while open.
go_live_at date The customer went live in production. Set only on won deals, and only when it happened by Mar 31, 2028.
source opportunity_source partner_sourced, direct, marketplace (from 2027-10-01).
sourcing_partner_id text The partner that sourced the deal and is paid commission. Set exactly when source = 'partner_sourced'.
marketplace cloud_marketplace aws, gcp, azure on marketplace deals; null otherwise. The partner of record is in opportunity_partners.
competitive_migration boolean A migration off a named competitor platform [45].
public_reference boolean The live customer agreed to be a public reference for the partner(s) on the deal [33].

opportunity_partners

One row per partner per deal, with its role [85]. A deal can have one partner that sourced it and another that implemented it.

Column Type Allowed values and meaning
opportunity_id text References opportunities.id.
partner_id text References partners.id.
role partner_role sourced (brought the deal; paid commission), partner_of_record (marketplace; paid 5%), implementer (delivered it), influenced (co-sold or influenced; counts toward tier, no commission) [74, 94].
added_at timestamptz When the partner joined the deal.

deal_registrations

Partner claims on customer deals [35, 79].

Column Type Allowed values and meaning
id text Primary key, DR00001.
partner_id text The registering partner. References partners.id.
account_id text The customer. References accounts.id.
opportunity_id text Set once the registration became an opportunity.
submitted_at timestamptz When submitted.
amount numeric The partner's estimate of the deal's ACV.
product product warehouse, pipelines, agents, governance.
status deal_reg_status pending, approved, rejected, expired (approved, but no opportunity within 90 days).
reason text Why it was rejected or expired: incomplete_information, customer_not_eligible, existing_customer_relationship, duplicate_registration, existing_direct_opportunity, protection_window_lapsed.
sla_due_at timestamptz Two business days after submission [79].
responded_at timestamptz When Cloud Cruz answered. Null exactly when pending.

deal_touches

Partner activity on a specific deal, the input to attribution.

Column Type Allowed values and meaning
id text Primary key, T000001.
opportunity_id text References opportunities.id.
partner_id text References partners.id.
touch_type touch_type referral, co_sell, implementation, influence.
touched_at timestamptz When it happened.

invoices

Billing for every won deal. Self-serve bills monthly by card; Premium and Enterprise bill quarterly in advance, net 30 [93].

Column Type Allowed values and meaning
id text Primary key, INV000001.
opportunity_id text References opportunities.id.
account_id text References accounts.id.
period_start date First day of the billed period.
amount numeric ACV divided by 12 (monthly) or 4 (quarterly).
issued_at date Invoice date.
paid_at date Null if unpaid on Mar 31, 2028. Commission is earned only on a paid invoice [21].
refunded_at date Set when the customer refunded; within 90 days of payment this reverses the commission [75].

credentials

The five-step ladder, one row per credential per person [27, 47, 80].

Column Type Allowed values and meaning
id text Primary key, CR00001.
person_id text References partner_people.id.
partner_id text References partners.id.
step credential_step sales_accreditation, technical_accreditation (with onboarding), level_1, level_2, level_3.
track credential_track technical or business for Levels; null for accreditations.
issuer text Credly [22].
issued_at date When earned.
expires_at date Levels: issued_at plus 365 days. Accreditations never expire (null) [80]. A renewal is a new row.
last_product_use_at date The person's latest hands-on product use. A person counts toward tier only with use in the last 90 days [47].

exam_attempts

Proctored Level exams through Pearson VUE [81, 83]. A pass issues a credentials row.

Column Type Allowed values and meaning
id text Primary key, EX00001.
person_id text References partner_people.id.
partner_id text References partners.id.
step credential_step level_1, level_2 or level_3.
track credential_track technical or business.
attempted_at date Exam date.
fee numeric $100 (Level 1) or $150 (Levels 2 and 3).
passed boolean Pass or fail.
paid_by exam_payment voucher (free to the partner) or partner (pool used up).
voucher_source voucher_source tier (5, 10, 10 or 15 a year by tier, reset Oct 1), accelerated_plan (one extra per person), anchor (10 extra a year). Null when the partner paid.

tier_history

Every tier label change [33, 92].

Column Type Allowed values and meaning
id text Primary key, H00001.
partner_id text References partners.id.
tier partner_tier The new label.
reason tier_change_reason signed (Member at signing), promoted (met the criteria at a monthly check on the 1st), label (set by hand, with no counts behind it).
changed_at date Effective date. The label on a date is the latest row on or before it.

commission_accruals

The commission ledger [21, 24, 25, 72 to 76, 88]. Earned on a paid invoice, held 60 days, released on the next payout run (the 15th); reversed on a refund within 90 days.

Column Type Allowed values and meaning
id text Primary key, CA00001.
partner_id text The partner paid. References partners.id.
opportunity_id text The customer deal. References opportunities.id.
role partner_role The partner's role on the deal: sourced or partner_of_record for commissions; any credited role for SPIFFs.
invoice_id text The paid invoice. Null for SPIFFs.
mechanism commission_mechanism per_invoice (self-serve), annualized (quarterly invoices on annual plans), spiff.
spiff_trigger spiff_trigger first_customer_live ($500), first_enterprise_live ($2,500), retained_12_months ($1,000). From Jul 1, 2027. Null for commissions.
rate numeric Commission rate, locked at the tier label held when the deal closed: 0.10, 0.15, 0.20, 0.25; 0.05 for partner of record. Null for SPIFFs.
amount numeric Dollars: rate times the invoice amount, or the SPIFF amount.
status accrual_status held (inside the 60-day hold), earned (hold over, waiting for the payout run), released (paid through Tipalti), reversed (refund clawback).
earned_at date Invoice paid date, or the SPIFF trigger date.
hold_until date earned_at plus 60 days.
released_at date Payout run date. Set exactly when released. Must be on or after hold_until.
reversed_at date Refund date. Set exactly when reversed.

implementation_packages

Cloud Cruz pays for a partner's first hours on an Enterprise deal it sourced, implemented or helped close [45, 53, 61, 91, 94].

Column Type Allowed values and meaning
id text Primary key, IP0001.
opportunity_id text An Enterprise deal of $50K ACV or more. References opportunities.id.
partner_id text References partners.id.
credential_id text The Level 2 or 3 technical credential that qualifies the deal. Null only on beta packages where the PSA stood in [91]; any other null breaks the rule.
band package_band 50k_150k (5 + 5 hours, $1,750), 150k_500k (10 + 10, $3,500), 500k_plus (20 + 20, $7,000).
consulting_hours smallint Consulting hours funded.
technical_hours smallint Hands-on hours funded.
consulting_rate numeric $150 an hour.
technical_rate numeric $200 an hour.
amount numeric Hours times rates.
beta boolean Approved before launch, drawn from the $100,000 beta budget.
psa_stand_in boolean Beta only: Cloud Cruz's partner solutions architect was the Level 2 person [91].
approved_at date Approved by a person: mid-deal for a sourcing partner, at close for an implementer or influencer.
paid_at date Paid after go-live. Null if not yet paid.

co_marketing_campaigns

The co-marketing fund for Premier and Elite partners [77].

Column Type Allowed values and meaning
id text Primary key, CM0001.
partner_id text References partners.id.
size numeric 3500, 5000 or 10000.
status campaign_status submitted, approved, rejected, paid.
submitted_at date Plan submitted.
approved_at date Plan approved.
proof_at date Proof of performance received.
paid_at date Paid. Set exactly when paid.

program_costs

Monthly program cost by category, January 2027 to March 2028. Every line is a sum of the rows in this database, so ROI reconciles exactly.

Column Type Allowed values and meaning
period date First day of the month. Primary key with category.
category cost_category headcount (9 people, flat), commissions (accruals earned that month, excluding reversed), implementation_packages (paid that month), co_marketing (paid that month), exam_vouchers (voucher exams that month at fee value), tools.
amount numeric Dollars.

contributions

Contribution points, approved by partner marketing, from Jul 1, 2027 [78, 82, 89].

Column Type Allowed values and meaning
id text Primary key, CO00001.
partner_id text References partners.id.
person_id text The author. References partner_people.id.
type contribution_type community_answer (5 points), linkedin_post (10), article (25).
submitted_at date Submitted for review.
status review_status pending, approved, rejected.
reviewed_at date Null exactly when pending.
points smallint Points awarded; 0 unless approved.

support_tickets

Partner questions [18, 19]. Most are answered by the Support Hub with no ticket; the rest become Zendesk tickets or urgent Slack escalations.

Column Type Allowed values and meaning
id text Primary key, ST00001.
partner_id text References partners.id.
account_id text The customer it concerns, for technical and billing questions.
category ticket_category onboarding, deal_registration, technical, commissions, credentials, billing.
channel ticket_channel support_hub (answered by the AI Answer Engine with citations), zendesk, slack (urgent escalation to a person).
opened_at timestamptz When asked.
resolved_at timestamptz Null while open.
answered_by_hub boolean True exactly when channel = 'support_hub'.
sla_met boolean Resolved within target: 1 minute (Hub), 4 hours (Slack), 1 business day (Zendesk). Null while open.

engagement_events

Portal, cohort, course and comms activity [17, 46]. Never counts as activity. Salesforce shows the Slack, introw and email rows as Partner Touch records.

Column Type Allowed values and meaning
id text Primary key, E000001.
partner_id text References partners.id.
event engagement_event portal_login, cohort_session, webinar, course, slack_message, introw_message, email.
occurred_at timestamptz When it happened.

program_docs

The Ecosystem Partner Program Guide, one row per section, built from the YAML rules so it can never disagree with the data. The Answer Engine retrieves from it.

Column Type Allowed values and meaning
id text Primary key, DOC01 to DOC14.
title text Ecosystem Partner Program Guide.
version text Guide version.
section text Section heading.
body text Section text.
embedding vector(1024) Null until build 4 picks an embedding model.

agent_runs

Every AI action that would change state waits here for a person. Not readable by the read-only role.

Column Type Allowed values and meaning
id uuid Primary key.
demo text measurement, propensity, tier_agent, answer_engine, deal_triage, pdr_agent.
input jsonb What the agent was given.
output jsonb What it proposed.
model text Model name.
trace_id text Trace link.
reviewer text Who approved or rejected.
decision agent_decision pending, approved, edited, rejected.
created_at timestamptz When the run happened.

Metric layer (views)

Build 2, the Measurement Layer, reads these views instead of the raw tables (migration 003_metrics.sql, decisions 104 to 107). Won revenue is split into four credit buckets that never overlap, so the buckets always add up to total won revenue (decisions 105 and 107). "Ask the data" queries only these views, through the read-only role.

touch_weights

How much each kind of partner touch counts when influenced credit is split (attribution.yaml).

Column Type Allowed values and meaning
touch_type touch_type referral, co_sell, implementation, influence.
weight numeric Relative weight: referral 1.0, co_sell 0.6, implementation 0.4, influence 0.2.

deal_credit

One row per won deal, with the bucket its revenue counts in.

Column Type Allowed values and meaning
opportunity_id text The won deal.
account_id text The customer.
pricing_plan pricing_plan self_serve, premium, enterprise.
acv numeric Annual contract value in dollars (bookings).
closed_on date Day the deal closed.
closed_month date First day of the month it closed.
go_live_at date Day the customer went live, if they have.
credit_bucket text partner_sourced (a partner brought the deal), marketplace (sold through a cloud marketplace), influenced (direct deal a partner helped within 90 days of close), direct (no partner).
credited_partner_id text The sourcing partner, or the marketplace partner of record; empty for influenced and direct deals.

influenced_credit

For influenced deals only: each helping partner's share, split by touch weight. Shares on one deal add to 1.

Column Type Allowed values and meaning
opportunity_id text The influenced deal.
partner_id text A partner who helped.
share numeric This partner's share of the deal, 0 to 1.
credited_acv numeric share times the deal's ACV, in dollars.
closed_month date First day of the month the deal closed.

collected_revenue

Cash actually collected: paid invoices that were not refunded.

Column Type Allowed values and meaning
invoice_id text The invoice.
opportunity_id text The deal it bills.
credit_bucket text The deal's bucket, as in deal_credit.
credited_partner_id text As in deal_credit.
amount numeric Dollars collected.
paid_at date Day it was paid.
paid_month date First day of the month it was paid.

customers_live

The north star (decision 57): one row per customer in production through a partner as sourcing partner, partner of record or implementer.

Column Type Allowed values and meaning
account_id text The customer.
first_live_on date First day they were live through a partner.
first_live_month date First day of that month.

monthly_costs

Program cost by month and category, straight from program_costs. "Paid to partners" is commissions, implementation packages and co-marketing; "fully loaded" adds headcount, tools and exam vouchers (decision 106).

Column Type Allowed values and meaning
month date First day of the month.
category cost_category headcount, commissions, implementation_packages, co_marketing, exam_vouchers, tools.
amount numeric Dollars.

monthly_summary

One row per month, the spine of the measurement page.

Column Type Allowed values and meaning
month date First day of the month.
new_customers_live bigint Customers who first went live through a partner that month.
customers_live_to_date bigint Running total of the north star.
sourced_acv numeric Bookings that month in the partner_sourced bucket.
marketplace_acv numeric Bookings that month in the marketplace bucket.
influenced_acv numeric Bookings that month in the influenced bucket.
direct_acv numeric Bookings that month with no partner.
partner_cash_collected numeric Cash collected that month on deals in any partner bucket.
program_cost numeric Fully loaded program cost that month.

Metrics

Each metric uses the as-of date 2028-03-31. "Credited" means a partner holds a sourced, partner_of_record or implementer row in opportunity_partners for the deal.

The north star and Year-1 targets [57, 65, 66]

  • Customers live through partners (north star). Distinct account_id on opportunities with go_live_at set and at least one credited partner. Target: 400.
  • Activated partners. Partners with first_live_customer_at set. Target: about 250.
  • Activated within 90 days (monthly cohort rate). For each signing month (date_trunc('month', terms_accepted_at)), partners with first_live_customer_at - terms_accepted_at <= 90, divided by partners in the cohort. Only cohorts 90+ days old count. Target: climbs to 40% (an exit rate) [90].
  • Time to live. first_live_customer_at - terms_accepted_at, in days.
  • Customers live per team member. The north star divided by 9. Target: 44+.
  • Support Hub deflection. answered_by_hub share of support_tickets. Target: 60%.
  • Long tail with no human touch. Automated-plan partners with no outreach, person or office_hours intervention in onboarding_signals, divided by all automated-plan partners. Target: 70%.

Pipeline and revenue

  • Partner-sourced pipeline. Sum of amount for opportunities with source = 'partner_sourced'. Filter by created_at for a period.
  • Partner-sourced revenue. The same, limited to won = true, filtered by closed_at.
  • Partner-influenced revenue. Won opportunities with a referral, co_sell, implementation or influence touch where touched_at is between closed_at - interval '90 days' and closed_at, on a direct deal (not partner-sourced and not marketplace), so it never overlaps the other buckets. Count each deal once (decisions 105, 107).
  • Influence credit per partner. On each influenced deal, split amount across qualifying touches by touch weight: referral 1.0, co_sell 0.6, implementation 0.4, influence 0.2.
  • Marketplace revenue. Won opportunities with source = 'marketplace', credited to the partner_of_record.
  • Win rate. Won deals divided by all closed deals, usually split by source or by whether a partner is on the deal.
  • Multi-partner deal. An opportunity with two or more distinct credited partners. Credit, commission and the package each follow the role, not the deal [85].

Partners

  • Active partner. Sold, influenced or supported a customer in the last 90 days: a credited or sourced role on an opportunity created or closed in the period, or any deal touch in it. Engagement events never count.
  • Stale partner. status = 'active', some customer activity in the window, none in the last 90 days.
  • At risk, reactivation, alumni. No customer activity for 90 days (at risk, internal only), 180 days (reactivation offer), 365 days (status = 'alumni') [56].
  • Partner health [54]. Four questions, each green, yellow or red; healthy means no red. Selling: a credited role or touch in the last 90 days. Customers winning: live customers, none churned. People skilled: active credentials. Delivery clean: support tickets, SLA and package results.
  • Onboarding stall. A partner cold for 3 or more days in onboarding_signals with no human-touch intervention.

Tiers [33, 47, 89, 92]

  • Certified person. A person with a credential where issued_at <= d, expires_at is null or after d, and last_product_use_at >= d - 90.

  • Scorecard. On date d: certified people; people with a sales and with a technical accreditation; people with Level 2+ and with Level 3; live joint customers (distinct credited accounts live by d); public references (distinct live credited accounts with public_reference); partner-sourced won revenue over the 12 months to d; approved contribution points over the 182 days to d (from Jan 1, 2026).

    Tier Certified people Level 2+ Level 3 Live customers References Sourced revenue Points Commission Free exams
    Member 0 0 0 0 0 $0 0 10% 5
    Select 4 (2 sales, 2 technical accredited) 0 0 3 1 $0 20 15% 10
    Premier 10 3 0 10 3 $175,000 50 20% 10
    Elite (invited) 25 8 8 25 6 $500,000 100 25% 15

  • Promotion. Checked on the 1st of each month; a partner moves to the highest tier its scorecard earns. Demotions only at the Dec 31 review with 90 days' notice.

  • Tier mismatch. partners.tier differs from the highest tier the monthly checks earn. Over-tiered means the label is higher; under-tiered means lower.

Deal registration [79]

  • Approval rate. approved plus expired divided by all registrations with a decision.
  • Conversion rate. Registrations with opportunity_id set, divided by approved plus expired.
  • SLA compliance. Among answered registrations, the share with responded_at <= sla_due_at.
  • SLA breaches in progress. pending registrations with sla_due_at before the as-of time.
  • Duplicate registration. Same account_id and product as an earlier registration from a different partner within 30 days.
  • Direct-versus-partner conflict. A registration with no opportunity, submitted while a direct opportunity on the same account was open. Should be rejected with reason existing_direct_opportunity.

Money [21, 61, 72 to 77]

  • Commissions earned. Sum of commission_accruals.amount excluding reversed, by earned_at.
  • Commission liability. Accruals with status held or earned: owed, not yet paid.
  • Early release. An accrual with released_at < hold_until. Should never happen.
  • Package without Level 2. A package whose credential_id is null or not an active Level 2 or 3 technical credential on approved_at, unless psa_stand_in. Should never happen.
  • Beta package spend. Sum of amount where beta, against the $100,000 budget.
  • Total program cost. Sum of program_costs.amount.
  • Program ROI. (partner-sourced revenue + marketplace revenue - total program cost) / total program cost. Influenced revenue is reported beside ROI, never added in, so no dollar counts twice.
  • Cost per customer live through partners. Total program cost divided by the north star.