Channel Partner Deals Pipeline Template
Stop channel partner deals from stalling
When partner deals live across email threads, nobody knows who owns the next milestone. This template opens with a Start-Here intake lane, ready-made cards for qualification and joint planning, and dedicated space for deal desk reviews, co-sell launches, and expansion follow-ups. Duplicate the micro-templates to capture partner and customer details, assign owners, and attach the files that legal and security teams expect. Because everything sits on one canvas, you can drag cards during pipeline reviews, update labels live, and leave threaded comments that partners or execs can follow without a slide deck.
- Capture partner-sourced opportunities directly on the board
- Flag blockers with labels and filtered views
- Standardize qualification and business case reviews with micro-templates
- Attach redlines and questionnaires so approvals never stall
Drop your first partner deal
Welcome—start in the Partner Deals board. Duplicate the Partner Deal Intake card from Start-Here, drop it into Partner Lead Submitted, and fill in the partner rep, customer account, and ARR estimate. Assign the internal owner, set the first follow-up due date, and add the right partner type labels such as Strategic partner, Reseller, or Integration. Finish by adding a quick note so everyone knows why the partner shared the lead.
Qualify fit together
Duplicate the Qualification Checklist card, place it in Solution & Fit Review, and capture tier status, customer fit, and the technical validation owner. Assign the reviewer, set a due date, and drag the card to the top if it needs attention this week. Attach discovery notes or architecture diagrams so security can preview early. Use labels like Enablement needed or Tier pending whenever risks appear, and keep the card camera-ready for when you invite partners as viewers.
Publish the joint business case
Move the deal into Joint Business Case once both teams agree on scope. Attach the MDF or business case PDF directly to the card so comments and approvals live alongside the plan, not in drive folders. Duplicate Joint Plan to log milestones, partner owners, internal owners, and success metrics, then set check-in windows to keep promises visible. Call out which workshops and OKRs your partner committed to and tag the card with Joint marketing when the play is ready.
Clear deal desk faster
Shift the card to Deal Desk & Legal as soon as redlines start. Duplicate Deal Desk Packet to capture pricing exceptions, contract docs, and the security reviewer in one place. Attach every redline, questionnaire update, or approval email so nothing stays buried. Keep Legal hold and Security review labels accurate, and update the card’s status notes as teams reply. When signatures finish, slide the card forward.
Launch and expand
Move the deal into Co-Sell Launch and duplicate Launch Play to outline the first campaign. Assign owners, set the review window, and attach the shared deck or webinar link so partner sellers see the plan without chasing email threads. Capture enablement commitments and add labels like Reseller or Integration to segment reporting. Once signatures are final, park the card in Closed & Expansion, note the next expansion check-in, and duplicate Joint Plan again so the upsell history is ready for the next QBR.
What’s inside
Partner Deals section
Six staged lists covering intake, qualification, business case, deal desk, co-sell launch, and expansion so cards move left-to-right and standups surface stalled work instantly.
Start-Here intake kit
Duplicate Partner Deal Intake and Qualification Checklist cards to log partner reps, solution focus, ARR estimates, and next milestones.
Deal desk workspace
A dedicated lane that keeps redlines, security questionnaires, and approval owners attached to the card handling legal, instead of scattered across email chains.
Co-sell launch board
Launch Play cards outline campaign motions, certified sellers, and shared assets for the first joint push.
Label primer
Preloaded tags for partner source, motion type, and blockers so you can filter reviews in seconds.
Why this works
- Expose partner pipeline risks before QBRs
- Keep internal and partner owners aligned on every milestone
- Document legal and security checkpoints where everyone can see them
- Translate partner enablement promises into measurable launch actions
FAQ
Can I adapt this pipeline for different partner motions?
Yes. Rename the labels to match referral, reseller, or integration motions while keeping the stage order so your team recognizes the flow.
How do I keep partners informed without inviting them yet?
Use Instaboard exports if leadership needs a snapshot, but plan to invite partners as viewers once the deal hits Joint Business Case. They can then follow labels, attachments, and comments live without endless email updates.
What if legal or security review is skipped?
Move the card straight to Co-Sell Launch but still duplicate Deal Desk Packet and note that legal and security were not required so the history stays clear.
Can I track MDF and incentives in here?
Yes. Use the Launch Play card to log MDF approvals, attach claim forms, or add a Closed & Expansion sub-card to monitor payouts.