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Sales Software category

Sales

Deal execution built for the consultative sale.

Evaluate this against your current sales tool. Comparison below.
Overview

How Sales works.

A generic sales tool helps reps push deals through a pipeline. Partner services sales is different. Deals close on multiple champions across multiple departments. Each deal carries a license commission projection and a services scope in parallel. The rep needs to know what they earn before the deal closes, not after. PartnerView treats sales as the discipline of running the deal: qualifying with MEDDPICC built into the record, progressing through stages with critical-date awareness, forecasting both revenue streams together, and surfacing commission economics during the sale rather than after it.

Where it breaks today

The specific problems Sales solves.

01

Qualification lives in QBR slides, not the deal record.

Reps fill in MEDDPICC at the end of the quarter to satisfy a process. By then the deal is at the goal line and the qualification has done no work.

02

Forecasts capture license or services, never both.

License-side forecasts miss services backlog. Services-side forecasts miss multi-year commission. Channel partners forecasting one stream at a time model half the cash.

03

Co-sell economics live in side spreadsheets.

Vendor co-sell deals carry split rates, vendor-rep ownership, and timing that never flow back to the deal record. The rep does not know what they are earning on a co-sell until the statement arrives.

Compare

How a generic sales tool compares to PartnerView.

A generic sales tool PartnerView
Qualification A free-text notes field, or a bolt-on MEDDPICC tool the rep maintains in parallel. MEDDPICC native to the deal record, structured.
Forecast A single blended revenue number. Hybrid forecast, license and services side by side, each on its own recognition schedule.
Co-sell No concept of selling alongside a vendor. Co-sell mapping with split rates and the vendor-side relationship tracked on the deal.
Critical dates A close-date field buried in the record. A color-coded Critical Date countdown visible to everyone on the deal.
Deal types Every deal treated identically. Deal relationship types: Founding, Expansion, License, Renewal.
What PartnerView does

The capabilities.

MEDDPICC built into the deal record.

Structured qualification surfaces on every deal. Reviews start with the picture already in place, not waiting for the rep to fill it in.

Critical-date pipeline progression.

Kanban stages, admin-configurable. Every deal carries a Critical Date countdown widget, color-coded by urgency so the at-risk deals surface immediately.

Hybrid forecast across both revenue streams.

License and ARR side by side with services revenue, each on its own recognition schedule. Roll-ups combine both into one cash projection.

Co-sell economics on the deal.

Mark co-sold deals, track the split rate, name the vendor-side owner. Commission preview surfaces during the sale, not after close.

Accepted quote required before Closed Won.

A non-license deal cannot be marked Closed Won without an accepted quote on the record. Contract value autofills from the accepted quote, overridable with a reason. License Only deals are exempt from the gate.

Direct or Partner engagement on every deal.

Explicit engagement model with named billing owner and delivery owner. The deal record tells the firm who invoices and who delivers, instead of letting either question float.

Deal financials, on the deal.

Per-deal Financials panel on the deal record shows services revenue, license revenue, internal cost at the internal rate, external cost split across subco, partner, and vendor lines, and dual margin. Drawn from the same shared financial engine as the project view, so the deal and project never disagree. Cost and margin role-gated.

Full capability set

Everything in Sales.

Qualification

Structured discipline applied during the deal, not after it.

  • MEDDPICC native to the deal record
  • All eight criteria captured: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition
  • Qualification picture surfaced on the deal card and in pipeline views
  • No bolt-on tool, no separate process for the rep to maintain

Deal progression

A pipeline built for consultative deals, not transactional ones.

  • Kanban pipeline with drag-and-drop between stages
  • Pipeline grouped by stage, practice, owner, or deal type, with drag-to-change-stage in every grouping
  • Admin-configurable stage names and order
  • Critical Date countdown widget on every deal, color-coded by urgency
  • Deal relationship types: Founding, Expansion, License, Renewal
  • Estimated value split into ARR and services
  • Deal templates with default MEDDPICC prompts, starting quote lines, and per-template usage analytics
  • Bulk-edit on the pipeline list: stage, owner, close date, amount

Stage gates and required fields

Sloppy data does not advance. The rep sees what to fix before clicking advance.

  • Per-stage required-field rules, configurable by an admin
  • Per-deal-type rule sets, so direct, co-sell, and subcontracted deals carry different requirements
  • Advances that fail a rule are rejected with a list of what is missing
  • Next-stage gate summary on the deal detail page with green and red chips per rule
  • Admin bypass writes a reason to the audit log

Closed Won gate

An accepted quote is the proof a non-license deal is real. The system holds the line.

  • A non-license deal cannot be marked Closed Won without an accepted quote on the record
  • Contract value autofills from the accepted quote on transition to Won
  • Autofilled value is overridable with a written reason that lands in the audit log
  • License Only deals are exempt from the accepted-quote gate
  • Four revenue patterns recognized on the deal: License Only, Service Only, License + Service, Subcontracted

Engagement model

Direct or Partner declared on the deal, with billing and delivery owners on the record.

  • Engagement model field per deal: Direct or Partner
  • Named billing owner per deal
  • Named delivery owner per deal
  • Engagement model carries through to the project handoff so delivery starts with the right owners

Quotas, attainment, and won/lost analysis

Targets the system tracks. Reasons the system captures. Win rate the system computes.

  • Per-rep monthly, quarterly, and yearly quotas
  • Credit allocation split across reps with percentages summing to 100
  • Attainment view: quota vs closed-won vs weighted-pipeline per rep
  • Structured loss reason codes on every closed-lost deal: competitor, no_budget, no_decision, lost_to_status_quo, timing, scope, other
  • Structured won reason codes: features, price, relationship, timing, incumbent, other
  • Per-rep win rate computed as won divided by won plus lost over a configurable window

Forecasting

Both revenue streams at once, on their own schedules, combined into one cash view.

  • Hybrid forecast with license/ARR and services side by side
  • Each stream on its own recognition schedule
  • Forecast roll-ups combine both into one cash projection
  • Budget capture kept separate from quoted value
  • Multi-year ramps visible in the forecast

Co-sell economics

Co-sell modeled on the deal record, not on a side spreadsheet.

  • Mark deals as co-sold with the vendor
  • Per-deal split-rate tracking
  • Vendor-side relationship owner noted on the deal
  • Commission preview surfaced during the sale

Deal financials, on the deal

Per-deal Financials panel on the deal record. Same financial primitives as the project view, drawn from the same shared engine. No separate report.

  • Services revenue and license revenue on the deal, on their own recognition schedules
  • Internal cost computed at the internal rate from staffing and time
  • External cost split across subco, partner, and vendor lines
  • Dual margin: recognized basis and billed basis, side by side
  • Shared-delivery work flagged, cost split fairly across the sharing deals by contract-value share
  • Cost and margin role-gated, with role-redacted figures shown as Hidden
  • Same financial primitives as the project view, so the deal and project never disagree
Where this lives

How this maps to your workflow.

01 / Sales

Sales

Run the whole deal.

See Sales handle your actual work.

Bring an active engagement. We will model it in PartnerView live.

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