The partner program glossary — PartnerImpact ============================================ Source: https://www.partnerimpact.net/insights/partner-program-glossary Text version: https://www.partnerimpact.net/text/insights/partner-program-glossary.txt Site: PartnerImpact — B2B SaaS partnerships advisory by Bart Dirksen Published: 2026-10-06 Last reviewed: 2026-10-06 Category: Program Design Layer: Program Plain definitions for the terms partner teams, sales, finance and legal use in program design, co-sell, contracts and reporting. Searchable, with a link for every term. ------------------------------------------------------------------------ Most arguments about partner numbers start as arguments about vocabulary. Sales calls a deal sourced when a partner made the introduction, finance counts it only when the registration predates the opportunity, and the partner assumes both. This glossary covers the terms that come up in program design, co-sell, contracts and reporting. Search for a term or jump by letter. Every entry has its own link, so you can send a colleague the definition you mean.
## The definitions worth agreeing on in writing Sourced, influenced, activated and attach rate decide what gets paid, what gets reported to the board, and which partners keep their tier. Write those four down with sales and finance before the first QBR. The [attribution guide for HubSpot](/insights/partner-attribution-in-hubspot) shows what that looks like once it has to live in a CRM. ------------------------------------------------------------------------ Navigation: - Home: https://www.partnerimpact.net/ - Insights: https://www.partnerimpact.net/insights - Partner Program Maturity Assessment: https://www.partnerimpact.net/partner-maturity-assessment - Finding Traction in Partnerships (book): https://www.partnerimpact.net/book - Free book sample: https://www.partnerimpact.net/book/sample - The partner operating system: https://www.partnerimpact.net/partner-operating-system - Use PartnerImpact in Claude and other AI assistants: https://www.partnerimpact.net/ai-tools - Contact: https://www.partnerimpact.net/#contact - Privacy policy: https://www.partnerimpact.net/privacy All plain-text pages: https://www.partnerimpact.net/text/ Contact: partnerimpact@outlook.com © PartnerImpact — Kweldam 1, 6678DK Oosterhout, NL — VAT NL005331357B74