What it tests

Strategic partner thinking, go-to-market design, revenue planning

Format

1Choose one of the top 3 technology/channel partners (or propose a new one)
2Build a 12-month partner business plan covering: partner analysis, joint value proposition, GTM plan, revenue model, enablement, success metrics
3Present in 30 minutes to a panel of 3-4 interviewers, followed by 15-min Q&A

What to look for

Did they research YOUR actual partner ecosystem?
Revenue math: are the numbers realistic?
GTM creativity: novel co-sell ideas beyond "we send each other leads"
Enablement thinking: how do you actually activate partners?

Adaptation guide

Provide the candidate with basic partner data (tier, revenue contribution, top joint customers). See what they do with the information.

Full description

Format:

"Choose one of our top 3 technology/channel partners (or a partner you'd propose). Build a 12-month partner business plan covering:

Partner analysis: why this partner? What's the strategic fit?

Joint value proposition: what do we offer together that neither can alone?

Go-to-market plan: co-sell motions, co-marketing, joint events

Revenue model: pipeline targets, deal registration, revenue split

Partner enablement: training, certifications, technical support

Success metrics: QBR framework, health score, escalation process

Present in 30 minutes to a panel of 3-4 interviewers. 15-min Q&A follows."

Time: 3-5 hours prep + 45-minute presentation

What to look for:

Did they research YOUR actual partner ecosystem?
Revenue math: are the numbers realistic?
GTM creativity: novel co-sell ideas beyond "we send each other leads"
Enablement thinking: how do you actually activate partners?

Adaptation: Provide the candidate with basic partner data (tier, revenue contribution, top joint customers). See what they do with the information.