In this article:
Partner Score Overview
💡Feature Insight
Deal amounts are represented in USD by converting all currencies using current exchange rates (not the rates at the time of deal closure). This ensures accurate revenue metrics and provides clear, reliable insights into your ecosystem data.
✍️ Note
Partner Score is only available on the Connector, Supernode, and Enterprise plans. To upgrade your account, visit the Plan & Billing page.
Partner Score is Crossbeam's unified signal for how strong a partner relationship is for your organization. It combines two inputs—how your pipeline performs when selling to that partner's customers and how much of your total overlaps in Crossbeam that partner accounts for—into a single label for each partner: High, Medium, Low, None, or Unknown.
Partner Score data helps different roles across your team make faster, more confident decisions:
Sales Leaders can evaluate pipeline performance with varying degrees of ecosystem involvement to aid in forecasting and pipeline management.
Sellers can prioritize target accounts and receive partner recommendations for outreach on a specific account.
Partner Managers can prioritize partners across account types and target accounts to work with specific partners.
Partner Score Requirements
To see Partner Score, all the following must be true:
Your org is on the Connector, Supernode, or Enterprise plan
Your org has a Customers Population defined
Your partner has a Customers Population defined and is sharing data with you
Your org has a CRM connected as your data source
Your org is syncing all required CRM fields (see table below)
Your org has at least 10 overlapping closed-won deals with that partner in the past 365 days
Required Fields
Deal Stage | Deal Name | Deal Amount | Close Date |
Open Date | Is Won | Is Closed |
|
Different CRMs may have different names for these required fields—adjust as needed
Your partner does not need to have a CRM connected. They only need to have a Customer Population defined and be sharing data with you
Partner Score cannot be calculated for orgs that only have a CSV connected as a data source
CSVs do not contain the deal data required for the impact calculation
Why Your Partner Score May Show as Unknown or None
If a partner's score shows as Unknown or None, it doesn't always mean something is broken. These two labels mean different things, and the fix — if there is one — depends on which label you're seeing.
Unknown means the score cannot be calculated because there's a gap in the data needed to calculate Partner Score. This happens when:
The partner is not sharing any data with your org
Your org is not syncing all required CRM fields
Your org does not have a Customers population defined
Your partner does not have a Customers population defined
Your org is on the free tier
None means the score is being calculated but there was no measurable impact. This happens when:
Fewer than 10 overlapping closed-won deals exist with that partner in the past 365 days
The calculation ran but resolved to zero impact
If you see a Partner Score of None, you can assume your data setup is correct — there just isn't enough closed-won overlap history with that partner yet to produce a meaningful score.
How is Partner Score Calculated?
Partner Score is calculated per partner, per org using a rolling 365 days of data. It combines two inputs into a single High, Medium, or Low label:
Pipeline Impact: How your pipeline performs on accounts that are already customers of that partner, measured by win rate, average opportunity size, and average time to close. Each metric is compared against your without-partner baseline and combined into an aggregate score. Partners are then ranked within your network using percentile distribution.
Coverage Percentage: How much of your total partner overlap pool that partner accounts for. Coverage Percentage measures what share of your total partner overlaps that partner accounts for. The higher the percentage, the more of your overlapping customers and open opportunities that partner covers.
✍️ Note
Partner Score measures performance when selling to a partner's customers, not when the partner is actively involved in a deal. A High score tier means accounts in that partner's customer base correlate with better outcomes for your org, regardless of whether the partner co-sold or was involved.
Partner Score is denoted by tags and located within several workspaces in Crossbeam:
Tag Name | Definition |
High (Green) | Strong pipeline performance with that partner's customers and strong coverage across your overlap pool |
Medium (Yellow) | Moderate performance or coverage |
Low (Red) | Limited pipeline performance with that partner's customers and low coverage across your total overlap pool |
None | Score calculated, but not enough overlapping closed-won deal history with this partner to produce a meaningful result. |
Unknown | Score could not be calculated due to a data gap on one or more required inputs |
Where you will see Partner Score
Partner List on My Partners Workspace
Click on Partners from the side navigation menu, and select Partner List from the dropdown options.
Click the Quick Filter button, select Partner Score from the dropdown options to sort from high to low (or vice versa)
Hover over the Partner Score tag or click the Partner Score to open the Partner Detail page
Partners Detail Page
Select a Partner from the My Partners workspace to open the Partner Detail Page. Locate the Partner Score tag.
Ecosystem Account Mapping Lists
From Account Mapping, select an option from the Select partner score dropdown.
Partner Drawer
Within the List row, click on an account record to open the account drawer.
The drawer shows the Partner Score tag for the displayed partners.
Pipeline Generation
Navigate to Pipeline Generation from the left-hand navigation.
Partner Score is used as the primary input for partner recommendations in Pipeline Generation. Accounts that overlap with multiple High Score partners are flagged as top prospects and appear at the top of the list with a 🔥 icon.
Deal Navigator
Navigate to Deal Navigator from the left-hand navigation.
Partner Score appears alongside partner recommendations on your open opportunities.
✍️ Note
Partners in Deal Navigator are recommended primarily based on recent signals on that specific deal, not Partner Score. Partner Score is additional context to help you understand the quality of the partners being recommended and prioritize which ones to activate first. For example, a partner may be recommended with a Medium or Low score if deal signals make them a strong fit for that specific opportunity.
Performance Dashboard
Navigate to Performance from the left-hand navigation and select the Partners tab.
The Partner Leaderboard includes a Partner Score column for every partner.
Click the sort dropdown and select Highest Partner Score to see a ranked view of your partners based on proven pipeline performance with their customers and how much of your overlap pool they cover
Hover on any partner's score to see the full metric breakdown—win rate, average opportunity size, average time to close, and coverage percentage, each compared against your baseline
Crossbeam Copilot
Crossbeam Copilot delivers Ecosystem Intelligence directly where sellers work, integrating with Salesforce, HubSpot, Chrome, Outreach, Chrome, and Gong.
✍️ Note
Learn more about how Crossbeam Copilot can work for you here.
In Crossbeam Copilot, select the Partner tab. Partner Score will be denoted.
Click anywhere in the Partner box to open the Overlap Detail to see more information.
(More information coming soon!)
Crossbeam MCP (beta)
You can bring Crossbeam data into your AI tools using our Crossbeam MCP, and this includes data from Partner Score. If you have the Crossbeam MCP connected to an AI assistant, you can ask it questions like:
Who are my top partners?
Which partners should I prioritize this quarter?
And get answers informed by Partner Score data returned directly in your AI tools.
✍️ Note
Learn more about the Crossbeam MCP here.