Partner Revenue Operations - A RevOps Executive’s View

Dec 10

In my view, the role of Partner Revenue Operations (Partner RevOps) makes perfect sense. Why? Because KPIs in this area need to be not only tracked and measured but also understood with proper dedication. And with tracking those KPI's comes the inevitable need for a robust technology set-up. As I’ve often said, you must design a solid process before considering technology.

Some of the KPIs Partner RevOps should measure include:
➡️ Channel traffic and leads
➡️ Sourced revenue
➡️ Partner satisfaction
➡️ Customer satisfaction
➡️ Partner profitability
➡️ Influence revenue

These are just a few examples, but they highlight the complexity of managing partner ecosystems effectively. Most organisations aren’t equipped to handle this—especially at scale—which is where companies like SETTL come in. They simplify and automate critical post-sale partner compensation obligations, making capturing and tracking some of these metrics easier.

While this may not be a priority for organisations managing only a few partners, having a dedicated resource and process becomes essential as the network grows into the hundreds.

What do you think? How are you approaching partner revenue operations in your organisation? 🤔

Mirjam Martin

Strategic, dynamic & multilingual Revenue Operations Executive with a proven track record in driving growth through aligning revenue teams and driving operational efficiency at Series B+ enterprise B2B SaaS organisations, overseeing GTM teams from 50 - 250.

Accustomed to supporting major acquisitions/integrations, I've been fortunate to work and learn from multiple successful organisations scaling between $20M to $1B+.

I act as a trusted business partner to global sales and revenue leaders, leveraging my problem-solving and analytical capabilities to provide operational support and strategic guidance, combined with my enablement skills to drive the adoption of sales methodologies and tools.

Key achievements include:

✅ I led a transformational project to improve the end-to-end lead-to-cash process, encouraging collaboration across departments. This initiative resulted in a 7% increase in ARR.
✅ I managed the implementation of the MEDDPICC sales qualification methodology across the region, leading to better deal qualification and a 12% reduction in slipped deals.
✅ Through the introduction of contract and subscription objects in salesforce, I was able to improve the renewal rate from 95 - 98% as well as lift the NRR from 110% to 115%.

https://www.linkedin.com/in/mirjammartin/

Partner Revenue Operations - A RevOps Executive’s View

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