Goals & KPIs

Partners perform to clear targets. Goals let you set what good looks like, by tier, partner, or segment, track it automatically from CRM data, and show partners their progress so they always know where they stand.

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The problem it solves

Targets that live in a spreadsheet do not drive behavior:

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Impact

Partners perform to a number they can see. Publishing the target and their progress against it is the cheapest performance lever in a partner program.

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See it work

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How it works

Goals turn intent into measurable targets. You define a goal by what it counts, a count of CRM objects or a sum of a property, set a frequency from one-time to yearly, and choose how targets are assigned: the same target per tier, a custom target per partner, or per segment. Goals can also track certifications, not just CRM objects. Progress is calculated automatically from your CRM and certification data. You assign goals to partners, publish them so partners see their own progress in the portal, and nudge the partners who are falling behind, all keeping targets and results tied to the CRM.

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Status is pace, not a raw number

Halfway through a quarterly goal, 40% of the target is not 40% done, it is behind. Introw scores every partner on progress against how much of the period has elapsed: Achieved at 100% of target, On track within 5% of that pace, Behind from 5% off it, and Critical past 50% off it. A partner who is going to miss surfaces in week two rather than at the quarterly review, which is the only point at which a nudge still changes the outcome.

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Goals are what make engagement specific

Without a target, the most a program can ask a partner is how it is going. With one, the pace status tells you what to say: a partner who is Behind or Critical needs a chase, and a partner who is On track or Achieved deserves recognition. You nudge partners straight from the goal’s page. To automate the chase, build a dynamic segment on the same CRM data the goal counts and trigger a workflow from it. The AI copilot or your own AI assistant can also reason over goals on request, for example to list which partners need attention this week and why.

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The growth path: goal, tier, reward

A goal is also the first step on a partner’s growth path. Add a goal as a requirement on a tier, and partners see live progress toward the next tier in the portal. Each tier carries its benefits, and the rewards follow the tier: commission rates can target a tier or a segment, and tier discounts set the price partners quote in CPQ. Meeting a goal does not promote a partner on its own. The promotion runs through a workflow that updates the partner’s tier, or through a manual or bulk tier change on the partners list.

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What good looks like depends on the motion

Revenue is the wrong measure for most partner types, so a goal counts or sums whatever the CRM already holds: closed revenue or open pipeline for a reseller, qualified leads shared for a referral partner, tickets resolved for an implementation partner, and certified people through certification goals. Targets are then set per tier, per partner, or per segment, so APAC and EMEA resellers can carry different numbers on the same goal, and an affiliate is never held to a number that only means something for a systems integrator. Goals make targets live. Define them once, let progress update from the CRM, and give partners and your team a shared, current view of who is on track and who needs a nudge.

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Run it from your AI assistant

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Going deeper

Works with