Record the partner, connector, introduced person, date and associated account. Preserve the evidence of the introduction and link it to the opportunity where appropriate.
Use a consistent policy for what qualifies as partner-sourced. For existing deals, document the contribution: access to a new stakeholder, technical input or another relevant action. Avoid assigning full sourcing credit to every partner touch.
Company-level reporting shows strategic contribution. Connector-level reporting reveals who participates and where requests or reciprocity are concentrated. Neither should replace the other.
Review requests, approvals, introductions, meetings, accepted opportunities and wins. Track internal effort and partner experience alongside commercial outcomes.
Orbb can support coordinating relationship-led partner motions. Verify reporting and integration scope directly, and ensure the sales team's CRM records follow the attribution policy. The goal is an auditable contribution history rather than a large aggregate number with no explanation of how the partner helped.