B0006: Partner Selection Decision Framework

Context

Context: Partner Selection decisions recur frequently and interpretations of partner revenue and KPI attainment vary by team. A shared decision standard is required to stay within contract terms and maintain accountability. Without it, teams reach different conclusions and coordination costs rise. The organization needs consistent rationale across regions.

Options

• Option A: Maintain the current partner selection approach to minimize near-term risk, with limited upside. Impact is contained.
• Option B: Adjust partner selection in phases and monitor partner revenue and KPI attainment before scaling. Risk stays moderate.
• Option C: Redesign partner selection and redefine the build vs buy to pursue larger gains. Upfront effort is higher.

Decision

Decision: Select Option B. Start within contract terms, expand only if partner revenue and KPI attainment improves, and define stop conditions along with the next review date. Document owners and scope boundaries explicitly. Clarify approval checkpoints.

Rationale

Rationale: Option B preserves operational stability while providing measurable evidence. It limits downside under contract terms and allows gradual adjustment of the build vs buy. Stakeholder buy-in is stronger because accountability and sequencing are clear. The phased approach also improves learning quality. It leaves room to pivot if results disappoint.

Risks

• Weak measurement design makes it impossible to judge changes in partner revenue and KPI attainment. Results may be disputed.
• Insufficient resourcing leads to partial execution and diluted results. Momentum may fade.

Next

Next: Confirm scope and owners, align on how partner revenue and KPI attainment will be measured, and share the risk register with mitigations before the next review. Set deadlines for evidence collection and update cadence. Publish a short summary to stakeholders.