Bottom-Up Partnerships Worksheet

What this page shows you

This worksheet is the detailed working behind your bottom-up model. It breaks the numbers down by partner category and by region, and captures the drivers, the specific assumptions, that add up to your overall target. It is the layer where the model stops being a headline and becomes a set of concrete inputs you can check.

The drivers that build the target

Each partner category is described by a handful of plain assumptions, and together they add up to your North Star revenue target:

• How many partners you plan to have active in that category.
• Average deal size: the typical revenue from a deal that partner category brings in.
• Win rate: the share of those opportunities you expect to close.
• Ramp time: how many months a new partner takes to start producing.

Roughly, partners multiplied by win rate multiplied by average deal size, adjusted for how long each partner takes to ramp, gives the revenue for that category. Add the categories together and you have your target.

Why it matters

A top-down target is easy to state and easy to doubt. Building the number from the bottom up, category by category and region by region, shows that it is grounded in real assumptions rather than optimism. That makes the target far more credible when you present it, and much easier to adjust later if reality moves.

How to use it

Read across the categories and regions to see which drivers do the heavy lifting in your target and which are smaller. If an assumption looks off, that is exactly the kind of thing to raise with your consultant. This is a worksheet, so your consultant builds it with you and you see the finished result here. It is read-only in your portal. You can download it as a PDF.