Definition
A partner scorecard is a simple report that tracks how a partner is performing against agreed goals. It often includes revenue, pipeline, registered deals, certifications and marketing activity. Vendors use scorecards in reviews to spot problems early and decide where to invest.
Good scorecards use a small number of measures that both sides agree matter. Too many metrics make it hard to see what needs attention.
Scorecards work best when they show trends over time, not just one snapshot. Many vendors also use them to decide tier placement. What each vendor measures differs.
In practice
In a quarterly review, a scorecard shows a partner's registered deals are up but its win rate dropped, so the channel manager plans a sales training session.