Drew Liwer

Partner retention, if they stick with you, that means that you are a good partner to them.

And then partner engagement, how engaged are they with you, and year-over-year growth.

That's for your partner program.

How do you measure your partners?

Because they need to know that you're measuring them as well, because you're in a symbiotic relationship.

And what we do, actually, we have financial incentives that are driven by those KPIs.

So for example, how much revenue did they source?

How much revenue did they influence?

What's the number of active deals?

And of course, the all-in cost of acquisition.

So we covered a really good story around a really successful partnership.

I didn't have time to tell you about the unsuccessful partnerships.

But grab me over lunch or for coffee, and we'll talk about them.

Because we had a lot of them as well.

You learn through it.

You get a lot of partnerships that there's one partnership that cost us us.

millions of dollars and moved nothing.

And then an example of Comply Auto is a great example of a relationship with a SaaS company that is symbiotic.

We offered them something they needed to offer their customers.

Their customers needed it.