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OKR template

Co-sell and marketplace partnerships OKR examples

This is a free co-sell and marketplace partnerships OKR template with 2 objectives, 6 key results, and 8 starter initiatives you can copy. Selling with the platform you build on: co-sold pipeline with partner reps, and a marketplace listing that brings customers on its own. It is written for Growth-stage companies.

  • 2 objectives
  • 6 key results
  • Growth

What does a co-sell and marketplace partnerships OKR look like?

Copy these as they are and edit the numbers to your own baselines. The objective is the outcome you want to be true by the end of the quarter; the key results are how you will know it happened; the initiatives are the bets you are making to get there.

Objective 1 New business

Make co-selling with the platform partner a real motion

The platform's sales team talks to our buyers every week — pipeline built with them costs a relationship, not an ad budget. The annual goal is the partner's field reliably bringing us into net-new deals; this quarter makes the motion real on both sides.

KR 1.1 Headline

Pipeline created with a partner rep attached $40k → $200k

How it is measured: Open pipeline where a partner rep is named on the opportunity

Baseline: $40k · Target: $200k

Initiatives

  • Map our top 50 target accounts to their partner reps and make the introductions
  • Write the one-pager that tells a partner rep exactly when to bring us in
KR 1.2

Co-sell meetings held with partner reps 3 → 20 per quarter

How it is measured: Joint customer meetings with a partner rep in the room

Baseline: 3 · Target: 20

Initiatives

  • Run a monthly account-mapping call with the partner's regional team
KR 1.3

Registered deals the partner actively worked 25% → 70% of the deals we register

How it is measured: Registered deals with recorded partner activity, over deals registered

Baseline: 25% · Target: 70%

Initiatives

  • Register only deals with a named partner rep, so registration means commitment
Objective 2 New business

Make the marketplace listing a door new customers walk through

A marketplace listing that just exists is a brochure in a drawer. The annual goal is the marketplace as a self-standing source of new customers who buy through their existing cloud commitment; this quarter proves the listing can convert on its own.

KR 2.1 Headline

New customers arriving through the marketplace 1 → 10 per quarter

How it is measured: Closed-won new customers whose transaction ran through the marketplace

Baseline: 1 · Target: 10

Initiatives

  • Rewrite the listing around the buyer's search terms, not our product names
  • Enable transacting through the buyer's committed cloud spend
KR 2.2

Listing visits that start a trial or purchase 3% → 9% of the visits to the listing

How it is measured: Listing visits that begin a trial or purchase, over visits to the listing

Baseline: 3% · Target: 9%

Initiatives

  • Cut the listing's call-to-action from four options to one
KR 2.3

Median days from marketplace lead to first call 10 → 2

How it is measured: Median days between a marketplace lead arriving and a first call held

Baseline: 10 days · Target: 2 days

Initiatives

  • Route marketplace leads into the same queue and SLA as demo requests

Why are these key results written this way?

Every example above passes the same quality rubric Hespia grades real OKRs against. Four rules do most of the work, and they are worth keeping when you edit the numbers:

  1. The objective has no number in it

    An objective is a qualitative state of the world you want to be true. The number belongs one level down, on the key result. An objective with a metric in the title is really a key result that lost its parent.

  2. Every key result shows a baseline, not just a target

    "Pipeline created with a partner rep attached $40k → $200k" is readable at a glance because the movement is visible. A target with no starting number cannot be paced weekly, so nobody can tell in week 4 whether it is slipping.

  3. Every ratio names a denominator the team cannot shrink

    "Of the accounts that started the quarter" is a fixed denominator. "Of active accounts" is not — the definition of active can move, and the percentage improves without anything real changing.

  4. Enabling work sits in initiatives, not in key results

    "Launch the new onboarding" is work; "activation in week one from 31% to 45%" is the result the work is meant to produce. Shipping the project is not the same as the outcome arriving, so the two live at different levels.

A template remembers. It doesn't chase.

Copied into a doc, these 6 key results depend on someone reopening the doc every week. Hespia seeds this exact board in one click, then reads pace on every key result weekly, flags what is slipping in week 4 instead of week 13, and writes the digest nobody wants to write. $100/month flat, whole team included.

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Co-sell and marketplace partnerships OKR questions

What are good co-sell and marketplace partnerships OKRs?

Good co-sell and marketplace partnerships OKRs pair a qualitative objective with key results that each carry a number. In this template the objectives are "Make co-selling with the platform partner a real motion" and "Make the marketplace listing a door new customers walk through", and every key result underneath states the metric, where it starts, and where it needs to land — for example "Pipeline created with a partner rep attached $40k → $200k". If a key result has no starting number, it is a task rather than a key result.

How many key results should a co-sell and marketplace partnerships team have?

Three to five key results per objective, and no more than two or three objectives per team in a quarter. This template uses 2 objectives and 6 key results in total, which is a realistic quarter for one team. More than that and the weekly check-in stops fitting in fifteen minutes, which is how the ritual dies.

Are these co-sell and marketplace partnerships OKR examples free to use?

Yes. Every objective, key result, and initiative on this page is free to copy into any doc, spreadsheet, or goal tool, with no signup and no email. Hespia, the AI mentor that tracks weekly pace on each of these key results and chases the owners, is $100/month flat for the whole team.

Why does every key result here name its denominator?

Because a ratio without a stated denominator can be improved by shrinking the bottom number instead of growing the top one. A team that reports "percentage of active accounts" can quietly redefine "active" and post a win it did not earn. Every percentage in this template names a denominator the team cannot move, such as the accounts that started the quarter.

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