In this post, I dive deep into how AI transforms partnership and alliance management, making co-selling and pipeline intelligence truly data-driven and proactive. With AI, you can track real-time deal velocity, forecast accuracy, seller–partner engagement, and uptake of joint solutions. Advanced analytics enable dynamic partner scorecards, measure enablement and incentive ROI (which is coming up in almost all of my client calls), and flag at-risk relationships early. From analyzing CRM metadata and communications to benchmarking joint value propositions and solution maturity, AI empowers B2B leaders like you to surface actionable insights, optimize engagement, and drive alliance growth with greater precision and speed. AI can help track, surface, and act on deeper partnership insights, turning co-selling and alliance management into a data-driven, proactive growth engine. Check out the downloadable PDFs.
Below is a summary of metrics AI can help track and measure across co-selling, joint value propositions, partnerships, and alliances. The table below is a summary. For a complete and detailed breakdown, download the file here:
Here’s a detailed description by job function:
Co-Selling & Pipeline Intelligence
Partner-Involved Deal Velocity
Measure how partner participation affects deal stage progression and cycle time.
→ Where AI helps: Analyze CRM metadata, email threads, and meeting notes to spot momentum shifts.Forecast Accuracy for Partner-Attached Deals
Identify which partners or motions correlate with forecast slippage or accuracy.
→ Where AI helps: Pattern recognition across historical data for improved risk scoring.Seller–Partner Engagement Signals
Track how often sellers interact with partner reps across key accounts.
→ Where AI helps: NLP on comms (Slack, CRM, emails) to flag healthy or at-risk co-sell motions.
Joint Value Prop & Solution Maturity
Content Usage & Resonance
Which joint pitch decks, case studies, and solution briefs are being used — and which convert?
→ Where AI helps: Analyze usage in tools like Highspot, Showpad + downstream deal outcomes.Joint Offering Uptake & Feedback
Track adoption of co-built solutions and collect sentiment from AEs and customers.
→ Where AI helps: Sentiment analysis from call transcripts, CSAT, and field notes.Solution Readiness Scoring
Score joint offerings based on readiness across technical, marketing, and GTM dimensions.
→ Where AI helps: Use decision trees and past launch data to benchmark success potential.
Partner & Alliance Relationship Health
Engagement & Responsiveness
How responsive are partners to key tasks, campaigns, and QBRs?
→ Where AI helps: Timeline analysis + flagging drops in communication frequency or quality.Strategic Alignment Tracking
Are we pursuing aligned goals and KPIs?
→ Where AI helps: Pulls structured insights from business reviews, plans, and exec notes.Partner Sentiment & Escalation Risk
Early detection of dissatisfaction or conflict.
→ Where AI helps: Analyzes tone and keyword patterns in communications and meeting notes.
Program & Incentive Optimization
Incentive Program ROI
Which MDF, SPIFFs, or rebates are actually driving action?
→ Where AI helps: Attribution modeling + financial performance tracking.Enablement ROI
Link training completion to co-sell readiness and deal impact.
→ Where AI helps: Connect Learning Management System (LMS) progress with CRM performance.Partner Tier Evaluation
Use AI to recommend tiering changes based on contribution vs. potential.
→ Where AI helps: Predictive modeling on multi-dimensional data (pipeline, engagement, growth).
Advanced Reporting & Insights
Dynamic Partner Scorecards
Real-time scoring models based on holistic partner health (activity, influence, ROI).Automated QBRs & Executive Business Reviews (EBRs)
AI-generated business reviews with insights, gaps, and recommendations.Competitive Partner Intelligence
Track shifts in partner behavior or moves to competing vendors.
What about AI-Enhanced Partner Productivity Metrics?
Some metrics can be improved by leveraging AI. We’ve included a summary table below.
Track and watch these metrics to monitor partner progress, uncover roadblocks early, and drive partner success:
