Databricks — Structural Partner Performance (Exec Report)
90-Day Internal Partner Review
Internal Partner Team
Confidential
Performance in One View
$2.90M
Total Partner Value
Combined partner-impacted pipeline and retention value generated this cycle
62x
Capital Efficiency Ratio
Return on deployed capital — well above threshold for continued investment
88.3
Current SVI Score
Up from 82.0 at last review cycle — a structurally meaningful gain
Summary Assessment
The relationship is structurally strong. The primary growth constraint is execution routing — specifically, activation coverage across the shared account base. All capital and stability indicators remain within controlled range.
How Performance Is Measured
Three structural elements drive partner outcomes in this framework. Each element represents a distinct layer of the value system — and all three must operate in alignment for the SVI score to rise sustainably. When one weakens, the others cannot fully compensate, and the score compresses accordingly.
1
Exchange
Where measurable value is created. This includes revenue pipeline, closed transactions, and retention protection. Exchange is the output layer — the visible proof of partner productivity.
2
Activation
How much shared surface area is actively worked. Activation measures the proportion of shared accounts with an assigned owner, open opportunity, or active plan. This is the primary lever for growth.
3
Discipline
How consistently execution is controlled. Discipline is tracked via communication cadence, response latency, meeting frequency, and capital allocation by function. It is the structural foundation that makes Exchange and Activation repeatable.
Key Principle: When Exchange, Activation, and Discipline align, SVI rises. When any single element weakens, the composite score compresses — regardless of performance in the other two dimensions.
Exchange: Revenue + Retention
Value generation is distributed across multiple active opportunities rather than dependent on any single transaction. This distribution pattern is structurally healthy — it reduces concentration risk and creates compounding pipeline momentum across the cycle.
7 Active Opportunities
Distributed across the weighted pipeline — no single-deal dependency
1 Closed-Won
Confirmed transaction contributing to realized partner value this cycle
$148K Protected
Retention coverage providing defensive value alongside new pipeline
Activation Coverage
Activation is defined as the percentage of shared accounts that have an assigned owner, an active plan, or an open opportunity attached. At 29% coverage across 211 shared accounts, this is the single most actionable growth lever in the current cycle. Closing the activation gap from 62 accounts to 85 or more represents the highest-ROI execution priority available to the partner team.
29%
Current Activation
62 of 211 shared accounts actively worked
71%
Unactivated Gap
149 accounts with no owner, plan, or opportunity attached
40%
Target Coverage
Threshold needed to move SVI meaningfully in the next cycle
Execution Signals
Execution discipline is measured across four dimensions: communication volume, meeting cadence, response latency, and capital allocation by function. The current profile shows sufficient volume in communication and capital deployment. The primary signal requiring attention is response latency — at 17.4 hours, it sits above the optimal SLA threshold and creates friction in deal velocity and renewal coverage.
230
Slack Messages
Total partner communication volume this cycle
8
Meetings Held
Structured touchpoints with partner stakeholders
17.4hr
Avg Response Time
Above the <10 hour SLA target — primary latency risk
Capital Hours by Function
Sales-heavy capital allocation is expected at this stage. As activation expands, Product hours should increase proportionally to support technical validation and renewal conversations.
Structural Risk Profile
The risk dashboard evaluates three independent risk dimensions: performance, capital, and stability. Each is assessed against structural benchmarks rather than absolute values. The current profile reflects a controlled posture — with one area requiring active attention before the next review cycle.
⚠ Performance Risk — Moderate
Activation coverage is below the 35% structural threshold at 29%. This is the primary performance risk signal. While pipeline and retention values are healthy, the unactivated account gap limits ceiling expansion and creates latent churn exposure across the shared account base.
✓ Capital Risk — Low
CER of 62x is well above the minimum viable threshold. Reciprocity index at +0.26 confirms balanced value exchange between both parties. Capital deployment is proportional and efficient given current activation levels.
✓ Stability Risk — Controlled
Churn drift is tracking at +2.2 points — within the acceptable monitoring range but not yet at escalation threshold. Engagement Stability Score (ESS) has improved by +3.19 this cycle, indicating the relationship foundation is strengthening rather than eroding.
Escalation Mapping
The escalation framework defines four discrete levels of partner relationship health, each triggering a different internal response protocol. The current classification is Level 0 — Normal, indicating no escalation action is required. All three risk dimensions are within threshold, and the SVI trajectory is positive. The purpose of maintaining this ladder is to ensure early detection — Level 1 signals should be addressed before they compound into Level 2 constraints.
1
2
3
4
1
Level 3 — Reallocation
Capital and coverage reallocation initiated. Partner review triggered.
2
Level 2 — Constrained
Multiple risk dimensions elevated. Escalation plan activated internally.
3
Level 1 — Attention
One risk signal above threshold. Monitoring frequency increased.
4
Level 0 — Normal ← CURRENT
All indicators within range. Standard execution protocol in effect. No action required beyond continued monitoring.
Current Status: Level 0 — Normal. No escalation action required. Continue standard execution cadence and monitor activation coverage as the primary leading indicator for potential Level 1 reclassification.
What Moves the Score
SVI is a composite score that responds to changes in all three structural dimensions. Understanding the directional drivers allows the partner team to prioritize execution actions that produce the highest score impact per unit of effort. The following signals are the most predictive of SVI movement in either direction over a 30–60 day window.
SVI Increases When
Activation Expands
More shared accounts gain an owner or active opportunity, increasing surface area coverage
Close Velocity Improves
Pipeline moves to closed-won faster, compressing deal cycle time and improving realized value
Response Latency Declines
Average response time drops below 10 hours, improving deal cadence and renewal coverage speed
SVI Compresses When
Capital Outpaces Revenue
Hours invested grow faster than pipeline or retention value, compressing the CER and signaling inefficiency
Reciprocity Falls Below +0.10
Value exchange becomes one-sided, reducing the structural balance score that underpins SVI stability
Churn Drift Accelerates
Account attrition rate increases beyond the monitored threshold, eroding the retention protection value
Execution Priorities — Next Cycle
Three actions have the highest structural impact on SVI in the next review cycle. These are not aspirational goals — they are specific, measurable, and directly mapped to the risk signals identified in this review. Each priority has a defined target state and clear ownership surface.
01
Activation Sprint
Target: 62 → 85 activated accounts
Assign owners and open opportunities across the 23 highest-priority unactivated accounts. This alone moves activation from 29% to ~40% — crossing the structural performance threshold and removing the Moderate risk classification.
02
<10 Hour Response SLA
Target: 17.4 hrs → <10 hrs avg
Establish a formal response SLA of under 10 hours for all partner Slack communications. This directly improves Discipline scores and reduces latency friction in pipeline and renewal conversations.
03
Renewal Owner Assignment
Target: 100% of at-risk renewals assigned
Assign a named renewal owner to every account flagged for churn drift. This prevents the +2.2 point churn signal from compressing further and protects the $148K retention value currently at risk.
Review Cadence: These three priorities should be assessed against measurable checkpoints at the 30-day mark before the next full 90-day structural review cycle.