You move up by proving it, not by waiting it out.
Dimension emphasis
Blended from your pathway mix (primary: Sell). Use the smallest set that actually changes what you do next. Each percentage is how much that kind of proof counts toward moving up — e.g. Commitment at 10% means showing up (enablement attended, a named partner lead) helps, but won't carry a promotion on its own; the stage gates below define the actual evidence.
Is the partner making a meaningful investment in the relationship?
Can the partner credibly sell, build, implement, integrate, operate, or support the solution?
Is the partnership helping customers realize measurable value?
Is the relationship producing economic impact?
What does the partner enable that the vendor cannot easily create alone?
New to evidence gates?Read this first (1 min)
A gate is the proof a partner must show to move up a stage. In a metal-tier program the gate is usually one number — "reach $500K and you're Gold." Here, each stage has gates across five dimensions, so partners move up on proof of value, not just volume.
- Click any cell to set how much proof that dimension needs at that stage: Not gated → Emerging → Demonstrated → Proven & repeatable.
- The bar should rise from stage to stage. If two stages ask for the same proof, they're the same stage with different names.
- Training, certifications, and business plans show a partner is ready. They don't prove the partner has delivered.
In each partner review, check every gate: met or not met. A partner moves up when every gate for the next stage is met — not when they hit a revenue number.
"Instead of asking 'How many points does this partner have?' ask 'What do we now know with confidence about this partner, and what investment does that justify?'"
Performer: the partner has demonstrated measurable customer and commercial outcomes.
- CommitmentDemonstratedA named practice lead and a joint business plan
- CapabilityDemonstratedCertified consultants delivering standard projects without vendor help
- Customer ValueDemonstratedLive deployments with measurable time-to-value and referenceable customers
- Commercial ContributionDemonstratedServices attached to new deals and recurring services revenue
- Strategic ValueEmergingEarly signs of vertical expertise or a repeatable offer
Receives: priority deal registration, co-op funding tied to proven results, dedicated CAM support. You get back: predictable, repeatable pipeline and proof of delivery quality.
Evidence gates by level
Click a cell to cycle the evidence required: Not gated → Emerging → Demonstrated → Proven & repeatable. Training, certs, business plans? Evidence you're ready, not proof you've delivered.
| Level | Commitment | Capability | Customer Value | Commercial Contribution | Strategic Value |
|---|---|---|---|---|---|
01 · Start Spark Is there a credible reason for both sides to start? | |||||
02 · Build Builder Can this partner build a real business and delivery motion around us? | |||||
03 · Prove Performer Has the relationship proven it can produce? | |||||
04 · Scale Accelerator Can additional investment materially increase the rate or scale of growth? | |||||
05 · Multiply Catalyst Does this partner multiply what the vendor can accomplish? |
Design check
What counts as evidence for Sell
Net-new customers, qualified pipeline, win rate, forecast quality, resale/transaction revenue, adoption after sale.