Partner Program Sheet

About This Template

The Partner Program Sheet is your one-page reference for defining and communicating the structure of your partner program. Whether you're designing your first partner program or documenting an existing one, this template ensures clarity and consistency.

Why You Need This

Clear partner program documentation:

• Reduces confusion about program benefits and requirements
• Enables scalable onboarding with consistent messaging
• Improves internal alignment across sales, marketing, and product
• Facilitates partner recruitment with clear value proposition
• Supports governance with explicit rules and policies

What's Included

Program Overview

• Program name and description
• Target partner types
• Strategic objectives
• Success metrics

Program Tiers

Design multiple program levels (e.g., Bronze, Silver, Gold, Platinum):

For Each Tier:

• Tier name and description
• Entry requirements
• Annual requirements
• Benefits and resources
• Commission/revenue share
• Support level

Benefits Structure

Document what partners receive:

Marketing Benefits

• Co-marketing fund/MDF
• Logo placement and visibility
• Event and webinar participation
• Content and collateral access
• Lead generation programs

Sales Benefits

• Deal registration
• Commission structure
• Revenue share model
• Quote and pricing tools
• Sales enablement resources

Technical Benefits

• Product training and certification
• Sandbox/demo environments
• Technical documentation
• Integration support
• Product roadmap access

Support Benefits

• Partner success manager
• Support SLAs
• Partner portal access
• Community forum
• Partner advisory board

Requirements

Define what partners must do:

• Certification requirements
• Revenue/customer commitments
• Marketing activity quotas
• Support obligations
• Compliance requirements

Rules of Engagement

Establish clear guidelines:

Deal Registration

• Registration process and timeline
• Protection period
• Approval criteria
• Conflict resolution

Territory

• Geographic rights
• Industry verticals
• Customer segments
• Named accounts

Pricing & Discounting

• Standard discount levels
• Approval process for exceptions
• Promotional pricing
• Bundling guidelines

Co-Marketing

• Approval process for joint materials
• Brand usage guidelines
• Event participation rules
• Content syndication policy

How to Use

1. Define Program Structure

Start by deciding:

• Single tier or multi-tier?
• Partner types to include
• Entry barriers and requirements

2. Map Benefits to Tiers

Determine what partners receive at each level:

• What do all partners get?
• What's exclusive to top tiers?
• What scales with performance?

3. Set Requirements

Be specific about what partners must achieve:

• Entry requirements (one-time)
• Ongoing requirements (annual/quarterly)
• Measurement and tracking

4. Establish Rules

Define policies for common scenarios:

• Deal conflicts
• Territory disputes
• Pricing questions
• Marketing approvals

5. Document and Share

Use this sheet to:

• Align internal stakeholders
• Pitch potential partners
• Onboard new partners
• Review and update program

Use Cases

Launching a New Partner Program

Document your program design before recruiting partners:

• Test with early beta partners
• Refine based on feedback
• Formalize before scaling

Revamping an Existing Program

Capture current state and design future state:

• Identify gaps and opportunities
• Communicate changes to partners
• Phase transition over time

Managing Multiple Programs

Document each program separately:

• Reseller vs. referral vs. technology partners
• Geographic variations
• Product-specific programs

Who This Is For

• Partnership Leaders - Designing or documenting programs
• Partner Operations - Standardizing program delivery
• Sales Teams - Understanding program offerings
• Marketing Teams - Planning partner campaigns
• Executives - Approving program design

What's Included

• Partner Program Sheet Template (editable document)
• Tier structure framework
• Benefits matrix with examples
• Requirements framework
• Rules of engagement guidelines
• Example program sheet from real company

Benefits

• Clarity - Everyone knows what the program offers
• Consistency - Same message to all partners
• Scalability - Easy to onboard new team members
• Governance - Clear rules prevent conflicts
• Recruiting - Professional program overview

Related Templates

• Partner LifeCycle Planner - Plan the partner journey
• Mutual Action Plan - Track partner onboarding
• Quarterly Business Review - Review program performance

Get Started

Get free access to the Partner Program Sheet template and start documenting your partner program today.