T151 Quarterly partner plan with RelayWorks
Quarterly partner plan with RelayWorks
The fourth quarter plan Devon Acheampong of RelayWorks and Lena Marsh of Northgate Operations Advisory agreed: the two Gold requirements first, one co-marketing activity second, each goal with one owner and the record behind it. It is the working copy both sides open at the monthly call. The quarterly partner review on Oct 15 closes last quarter and sets the next.
Sample template: the firm, people, clients and figures are fictional.
Last quarter in one view
What went well
Two referrals were won in the quarter, Wexford Fulfillment at $36,000 and Brindle Home Delivery at $22,000, and the Tolliver Freight lead was accepted the day after it arrived.
What did not
Owen Pryce's certification slipped past the quarter, and the joint webinar never reached a date because the co-branded invitation was not approved.
The record the plan reads
Live example from the Dashboards app, shown with Northgate Operations Advisory's demo data. Block dates move forward each week, so they can differ from the sample dates on this page.
Goals for the quarter
Devon decided the plan tracks the two Gold requirements first and the webinar second. Gold needs both requirements together, so neither goal counts on its own.
| # | Goal | Start | Target | Owner | Record |
|---|---|---|---|---|---|
| 1 | Won referral value, last 12 months | $106,000 | $200,000 | Lena Marsh | Referrals and leads |
| 2 | Certified people | 1 of 3 | 3 of 3 | Lena Marsh | Partner academy |
| 3 | Joint webinar for freight brokerages | Planned | Held, three referrals within 60 days | Priya Nandakumar | Co-marketing brief |
Live example from the Dashboards app, shown with Northgate Operations Advisory's demo data.
Goal 1: won value
$94,000 more won value is needed in the 12 month window. Two accepted opportunities and one open referral can cover most of it inside the quarter.
| Opportunity | Product | Value | Credited until | Next step |
|---|---|---|---|---|
| Larch Logistics | RelayWorks Business | $54,000 | Nov 30 | Pilot proposal for the three-shift team |
| Tolliver Freight, lead | RelayWorks Business | $40,000 | Dec 21 | First call booked by RelayWorks sales |
| Medford Cold Storage | RelayWorks Enterprise | $72,000 | Under review | Decision by RelayWorks partner operations |
| Pinecrest Parcel | RelayWorks Team | $18,000 | Waiting on Northgate | Answer the team size question |
How won value counts
Won value is the signed first-year contract value of won referrals and accepted leads in the last 12 months. It counts the signed order, not the estimate: Brindle Home Delivery counts at $22,000, not the $26,000 referred.
Goal 2: certification
Gold needs three certified people. Lena Marsh is certified. Owen Pryce passed the first course and has the referral course left. Priya Nandakumar has not started. Mei Tanaka decided referral reps complete the certification before joint calls, and Lena set time aside for Owen and Priya.
Live example from the Dashboards app, shown with Northgate Operations Advisory's demo data.
Goal 3: joint webinar
The webinar for freight brokerage operations leaders needs RelayWorks marketing approval for the co-branded invitation before it can be scheduled. Devon asked marketing for the approval. The campaign brief holds the audience, the message and the measures.
Monthly rhythm
flowchart LR
A[Monthly call, first Tuesday] --> B[Read the record: referrals, won value, certification]
B --> C{A goal off track?}
C -->|Yes| D[One action with an owner and a date]
C -->|No| E[Confirm the next step]
D --> F[Plan updated the same day]
E --> F
What Northgate needs from RelayWorks
Gold is closer on certification than it looks: two quizzes and a few hours. Won value takes the quarter. That is why certification is the first thing we check at every call.
Owners and dates
- Respond to the Fenwick Distribution lead. Owner: Lena Marsh, Oct 5
- Answer the Pinecrest Parcel question. Owner: Owen Pryce, Oct 7
- Confirm the webinar invitation approval. Owner: Devon Acheampong, Oct 12
- Write next quarter's goals in the quarterly partner review. Owner: Lena Marsh, Oct 15
- Complete the referral course quiz. Owner: Owen Pryce, Oct 16
- Start the certification path. Owner: Priya Nandakumar, Oct 19
How to use this template
Copy the plan at the start of each quarter, close last quarter with a rating and one line on what did not work, then set at most three goals, each with a start, a target, one owner and the record that measures it.
| Variable | Meaning | Required |
|---|---|---|
{{plan.quarter}} | The quarter the plan covers | Required |
{{plan.last_quarter_rating}} | How well last quarter's goals were met, 1 to 5 | Required |
{{plan.goals}} | Up to three goals with start, target, owner and record | Required |
{{partner.won_value_year}} | Won value in the last 12 months | Required |
{{partner.certified_people}} | Certified people by name | Required |
{{plan.support_needed}} | What the partner needs from the vendor | Optional |
If a required value is missing, show Needs review and do not agree the plan; never restate a figure by hand when the record can be read. If a record cannot be read, show Unavailable next to the goal.
The live Dashboards blocks on this page show the Northgate Operations Advisory demo profile. Point each block at your own client's profile, or remove it, before you share the page.