Build A Partner Tiering Model

---
name: build-a-partner-tiering-model
description: "Design partner tiers that trade concrete obligations (certs, pipeline, capacity) for concrete benefits (margin, MDF, leads) — not a logo wall. Reach for this when standing up or fixing a partner program."
---

# Skill: Build a partner tiering model

A tier with benefits and no obligations is a discount with a badge (§3 #2).

## Step 1 — Define the obligation side first
For each tier, list the concrete partner commitments: certifications, minimum sourced pipeline, joint capacity, references. If a tier has no obligation, it isn't a tier.

## Step 2 — Match benefits to obligations
Attach benefits (margin/discount, MDF eligibility, lead-sharing, priority support, co-marketing) only where an obligation earns them. Every benefit traces to a commitment.

## Step 3 — Set qualification thresholds
Make the thresholds measurable and time-bound (e.g. "N certified engineers AND $X sourced pipeline trailing 12 months"). Define promotion and demotion rules — a tier you never demote from is an entitlement.

## Step 4 — Price the program economics
Check the margin/MDF cost of the benefits against the cost-to-serve and the sourced-revenue they're meant to drive ([`../../knowledge/partnership-economics.md`](../../knowledge/partnership-economics.md)). Cite any external margin/MDF norm with source + date.

## Step 5 — Set the review cadence
Define when tiers are re-qualified (typically annual) and who owns the review.

## Output
A tier model: per-tier obligations, matched benefits, measurable qualification/promotion/demotion thresholds, the program economics, and a re-qualification cadence with an owner. Every benefit traces to an obligation; every external figure carries a source + date.