Stand & Deliver: Partner Manager QBR Template
A structured QBR framework for partner managers to present scope, pacing, proof deals, and a clear plan to hit the number.
Stand & Deliver - Partner Manager QBR
Owner:
Quarter:
Partner Segment(s): (ISV / GSI / Resell / PE / Cloud)
Region / ICP Coverage:
1. Partner Scope & Coverage
What I own and where I'm focused
- Partner types owned:
- Active partners (pipeline or deal activity in last 90 days):
- Key segments / regions covered:
- Partner maturity mix:
- New:
- Active:
- Scaling:
Notes: (Any context needed to understand the portfolio)
2. Number, Target & Pacing
Am I on track to hit the number?
| Metric | Target | QTD | Gap |
|---|---|---|---|
| Partner-sourced pipeline | $ | $ | $ |
| Partner co-sell pipeline | $ | $ | $ |
| Partner-involved closed-won | $ | $ | $ |
Summary: (1-2 sentences on pacing vs target)
3. What's Working
Do more of this
Limit to 3 items max.
1.
- Partner:
- Motion: (sourced / co-sell / attach / exec intro, etc.)
- Result: (pipeline $, deals, win rate, velocity)
2.
- Partner:
- Motion:
- Result:
3.
- Partner:
- Motion:
- Result:
Why this is working: (What specifically made this effective?)
4. What's Not Working
What is blocking me from hitting the number
This section is required.
| Issue | Where It Breaks (Partner / Sales / Ops / Enablement) | Impact |
|---|---|---|
What I've tried so far:
5. Proof: Top Partner Deals
Show how partners change outcomes
Pick 1-2 deals only.
Deal 1
- Account:
- Partner:
- Deal size:
- Partner role: (Sourced / Co-Sell)
- What the partner did:
- Outcome: (speed, access, confidence, deal size)
Deal 2
- Account:
- Partner:
- Deal size:
- Partner role:
- What the partner did:
- Outcome:
6. How I Plan to Hit the Number (Q1 | H1)
What I will do differently
| Focus Area | Action | Expected Result |
|---|---|---|
| Sourced pipeline | ||
| Co-sell execution | ||
| Sales usage / enablement |
If this doesn't move pipeline in 60-90 days, I will: (Cut, change, or double down)
7. What I Need to Win
Clear asks to unblock revenue
- Decision needed:
- Owner:
- By when:
8. Feedback (Leadership)
15-minute discussion notes
- What should I double down on?
- What should I stop doing?
- Where should I reallocate time or focus?
- Is this plan sufficient to hit the number? Why or why not?
Operator Confidence Check (Optional)
- I can clearly explain how partners help hit my number: ✅ / ❌
- I know what is working vs not working: ✅ / ❌
- I have a plan to close my gap: ✅ / ❌
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