Define the criteria and benefits that separate partner tiers inside an existing B2B partner program. No single canonical tier-design methodology exists - say so plainly rather than invent one. What the field actually offers:
Forrester's 3-tier norm
tiering is used by 98% of top IT partner programs, averaging three tiers named "good, better, best" (analyst assertion, not raw survey data).
The Alexander Group's three tier mechanics
volume, engagement, or engagement pathways (points accumulated across multiple dimensions) - the first structural choice a designer makes.
Forrester's Channel Partner Segmentation Matrix
(Stephanie Sissler, Feb 2023): a 3x3 current-performance x future-potential grid, explicitly an internal overlay on a public tier ladder, never a replacement for it.
Jay McBain's critique
(an attributed practitioner viewpoint, not a framework): revenue is a lagging indicator, and non-transacting partners - tech/ISV, referral, advisory - structurally don't fit a revenue ladder.
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