Part 1 Our company would like to better understand who our best partners are. Please analyze the "2022 Closed Opps" data tab within the file, and present in ~1 – 2 slides: 1. Several interesting cuts of data related to which partners we should focus on. How would you use these to make recommendations to the business? Part 2 Our company would like to better understand our partnerships referred pipeline and how to forecast signed deals from partnerships. Please use any learnings driven by Part 1 and analyze the "Current Pipeline" data tab within the file. Present in ~3 slides: 2. From the current pipeline, how much Estimated GNB do you expect to be converted in the rest of Q1'23 to signed deals based on how partner referred deals have converted in the past? 3. Assume there will be 5 partner managers on the team in Q2'23. Please explain the considerations and methodology you would use if you were tasked with creating balanced territories of partners for each partner manager
Partner Operations and Analysis Exercise
Please use the data within this file to inform your answers to the questions below. Here’s a presentation template you are welcome to leverage when creating your slides.
Part 1 Our company would like to better understand who our best partners are. Please analyze the "2022 Closed Opps" data tab within the file, and present in ~1 – 2 slides:
1. Several interesting cuts of data related to which partners we should focus on. How would you use these to make recommendations to the business?
Part 2 Our company would like to better understand our partnerships referred pipeline and how to forecast signed deals from partnerships. Please use any learnings driven by Part 1 and analyze the "Current Pipeline" data tab within the file. Present in ~3 slides:
2. From the current pipeline, how much Estimated GNB do you expect to be converted in the rest of Q1'23 to signed deals based on how partner referred deals have converted in the past?
3. Assume there will be 5 partner managers on the team in Q2'23. Please explain the considerations and methodology you would use if you were tasked with creating balanced territories of partners for each partner manager.
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2022 Closed Opps
| Opportunity Name | Opportunity Owner | Sales Tier | Referring Partner | Referring Partner Vertical | Referring Partner Sub-Vertical | Opportunity Vertical | Created Date | Demo Date (Occurred) | Close Date | Opportunity Source | ESP | eCommerce Platform | Closed Lost Reason | Stage | Estimated GNB | Signed Deals |
| Opportunity 2397 | Rep 181 | Tier 1 | Partner 215 | Agency | Growth Agency | E&M | 10/7/2021 | 1/3/2022 | Partnerships | Bad Fit – Wrong Vertical | Closed Lost | $226,252 | 0 | |||
| Opportunity 1076 | Rep 181 | Tier 2 | Partner 298 | ISV | Email Service Provider | E&M | 10/12/2021 | 10/14/2021 | 1/3/2022 | Inbound | Sailthru | None | Lost – Budget | Closed Lost | $102,736 | 0 |
| Opportunity 1777 | Rep 181 | Tier 2 | Partner 298 | ISV | Email Service Provider | E&M | 10/14/2021 | 10/14/2021 | 1/3/2022 | Inbound | Sailthru | None | Lost – Budget | Closed Lost | $102,736 | 0 |
| Opportunity 1339 | Rep 181 | No Tier | Partner 298 | ISV | Email Service Provider | E&M | 10/14/2021 | 10/14/2021 | 1/3/2022 | Inbound | Sailthru | None | Lost – Decided not to do Text | Closed Lost | $4,808 | 0 |
| Opportunity 1483 | Rep 161 | Tier 6 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 12/1/2021 | 12/6/2021 | 1/3/2022 | Outbound | Klaviyo | Shopify | Lost – Sent back to Sales | Closed Lost | $5,500 | 1 |
| Opportunity 2614 | Rep 108 | Tier 5 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 12/14/2021 | 1/3/2022 | Inbound | Lost – Meeting Never Happened | Closed Lost | $13,757 | 0 | |||
| Opportunity 1541 | Rep 184 | Tier 4 | Partner 238 | Agency | Strategic Agency | Retail/e-Commerce | 10/27/2021 | 11/3/2021 | 1/3/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $39,911 | 1 | |
| Opportunity 1370 | Rep 58 | No Tier | Partner 31 | Agency | Growth Agency | Retail/e-Commerce | 1/3/2022 | 1/3/2022 | 1/3/2022 | Partnerships | Mailchimp | Other | Closed Won | $4,757 | 1 | |
| Opportunity 1130 | Rep 160 | No Tier | Partner 131 | Agency | Growth Agency | Retail/e-Commerce | 6/10/2021 | 1/4/2022 | Partnerships | Shopify | Lost – Never Responded | Closed Lost | $4,757 | 0 | ||
| Opportunity 1938 | Rep 51 | Tier 6 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 8/9/2021 | 8/31/2021 | 1/4/2022 | Outbound | Mailchimp | Shopify | Lost – Timing | Closed Lost | $5,500 | 0 |
| Opportunity 2649 | Rep 160 | No Tier | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 9/14/2021 | 1/4/2022 | Inbound | Bad Fit – Wrong Vertical | Closed Lost | $4,757 | 0 | |||
| Opportunity 1711 | Rep 17 | Tier 5 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 10/6/2021 | 10/15/2021 | 1/4/2022 | Inbound | Shopify Plus | Lost – Never Responded | Closed Lost | $17,010 | 0 | |
| Opportunity 2481 | Rep 103 | Tier 4 | Partner 303 | ISV | Search | E&M | 11/12/2021 | 12/1/2021 | 1/4/2022 | Outbound | Not currently using email marketing | Unknown | Lost – Timing | Closed Lost | $29,621 | 0 |
| Opportunity 1895 | Rep 3 | Tier 4 | Partner 37 | Platform | Ecommerce Platforms | Retail/e-Commerce | 11/30/2021 | 12/14/2021 | 1/4/2022 | Inbound | Klaviyo | BigCommerce | Lost – Lost to a Competitor | Closed Lost | $39,911 | 1 |
| Opportunity 2554 | Rep 160 | Tier 5 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 12/7/2021 | 1/4/2022 | Partnerships | Not currently using an ESP | Shopify | Bad Fit – Wrong Vertical | Closed Lost | $13,757 | 0 | |
| Opportunity 2295 | Rep 178 | Tier 6 | Partner 49 | Agency | Growth Agency | Retail/e-Commerce | 12/14/2021 | 1/4/2022 | 1/4/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $5,500 | 1 | |
| Opportunity 2595 | Rep 90 | Tier 5 | Partner 150 | Agency | Growth Agency | Retail/e-Commerce | 1/4/2022 | 1/4/2022 | 1/4/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $13,757 | 1 | |
| Opportunity 2461 | Rep 87 | Tier 6 | Partner 100 | Agency | Strategic Agency | Retail/e-Commerce | 7/14/2021 | 12/21/2021 | 1/5/2022 | Partnerships | Klaviyo | Shopify | Lost – Lost to a Competitor | Closed Lost | $7,993 | 0 |
| Opportunity 1353 | Rep 87 | Tier 3 | Partner 274 | ISV | Loyalty/Rewards | F&B | 11/12/2021 | 11/30/2021 | 1/5/2022 | Outbound | Punchh | Olo | Lost – Timing | Closed Lost | $82,830 | 0 |
| Opportunity 1568 | Rep 144 | Tier 6 | Partner 8 | Agency | Developer Agency | F&B | 11/29/2021 | 1/5/2022 | Partnerships | Lost – Meeting Never Happened | Closed Lost | $5,500 | 0 | |||
| Opportunity 1821 | Rep 103 | Tier 4 | Partner 250 | ISV | F&B Technology | F&B | 12/6/2021 | 12/10/2021 | 1/5/2022 | Outbound | Paytronix | In-House Solution or Unidentified | Lost – Timing | Closed Lost | $39,911 | 0 |
| Opportunity 1968 | Rep 107 | Tier 6 | Partner 271 | Agency | Growth Agency | Retail/e-Commerce | 12/15/2021 | 12/16/2021 | 1/5/2022 | Partnerships | Privy | Shopify | Lost – Pricing | Closed Lost | $5,500 | 1 |
| Opportunity 1455 | Rep 94 | No Tier | Partner 238 | Agency | Strategic Agency | Retail/e-Commerce | 1/3/2022 | 1/3/2022 | 1/5/2022 | Partnerships | Not currently using email marketing | None | Lost – Sent back to Sales | Closed Lost | $4,757 | 1 |
| Opportunity 2572 | Rep 58 | Tier 6 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 1/5/2022 | 1/5/2022 | 1/5/2022 | Outbound | Klaviyo | Shopify | Trial – Poor Performance | Closed Lost | $5,500 | 1 |
| Opportunity 2508 | Rep 120 | Tier 6 | Partner 249 | ISV | Reviews/UGC | Retail/e-Commerce | 11/18/2021 | 1/5/2022 | 1/5/2022 | Partnerships | Shopify Email | Shopify | Closed Won | $5,500 | 1 | |
| Opportunity 1678 | Rep 87 | Tier 5 | Partner 8 | Agency | Developer Agency | F&B | 11/29/2021 | 12/6/2021 | 1/5/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $13,757 | 1 | |
| Opportunity 2458 | Rep 164 | Tier 3 | Partner 297 | Agency | Developer Agency | Retail/e-Commerce | 12/15/2021 | 12/15/2021 | 1/5/2022 | Partnerships | Klaviyo | Shopify Plus | Closed Won | $82,830 | 1 | |
| Opportunity 1276 | Rep 165 | Tier 5 | Partner 261 | Agency | Growth Agency | Retail/e-Commerce | 12/21/2021 | 1/5/2022 | 1/5/2022 | Outbound | Attentive | Shopify | Closed Won | $13,757 | 1 | |
| Opportunity 2007 | Rep 168 | No Tier | Partner 153 | Agency | Growth Agency | Retail/e-Commerce | 1/4/2022 | 1/5/2022 | 1/5/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $4,757 | 1 | |
| Opportunity 1251 | Rep 163 | Tier 6 | Partner 232 | Agency | Growth Agency | Retail/e-Commerce | 1/5/2022 | 1/5/2022 | 1/5/2022 | Outbound | Klaviyo | Shopify | Closed Won | $5,500 | 1 | |
| Opportunity 1993 | Rep 141 | Tier 4 | Partner 248 | Agency | Developer Agency | Retail/e-Commerce | 12/2/2021 | 12/7/2021 | 1/6/2022 | Partnerships | Eloqua | Other | Lost – Never Responded | Closed Lost | $39,911 | 0 |
| Opportunity 1396 | Rep 75 | Tier 6 | Partner 239 | Agency | Growth Agency | Retail/e-Commerce | 12/7/2021 | 1/6/2022 | 1/6/2022 | Partnerships | Klaviyo | Shopify | Lost – Sent back to Sales | Closed Lost | $5,500 | 1 |
| Opportunity 1057 | Rep 72 | No Tier | Partner 390 | Agency | Growth Agency | Retail/e-Commerce | 1/4/2022 | 1/6/2022 | 1/6/2022 | Inbound | Klaviyo | Shopify | Lost – Sent back to Sales | Closed Lost | $4,757 | 1 |
| Opportunity 2083 | Rep 91 | Tier 5 | Partner 116 | ISV | Referral Marketing | Retail/e-Commerce | 1/5/2022 | 1/4/2022 | 1/6/2022 | Partnerships | Klaviyo | Shopify Plus | Lost – Lost to a Competitor | Closed Lost | $13,757 | 1 |
| Opportunity 1183 | Rep 111 | Tier 6 | Partner 316 | Platform | Ecommerce Platforms | Retail/e-Commerce | 1/5/2022 | 1/6/2022 | 1/6/2022 | Partnerships | Klaviyo | Shopify Plus | Lost – Sent back to Sales | Closed Lost | $5,500 | 1 |
| Opportunity 1824 | Rep 90 | Tier 6 | Partner 385 | Agency | Growth Agency | Retail/e-Commerce | 12/8/2021 | 1/6/2022 | 1/6/2022 | Partnerships | Klaviyo | Shopify | Closed Won | $5,500 | 1 | |
| Opportunity 1078 | Rep 161 | Tier 5 | Partner 339 | Agency | Growth Agency | Retail/e-Commerce | 1/4/2022 | 1/5/2022 | 1/6/2022 | Partnerships | Klaviyo | Shopify |