Co-Sell Readiness Score

A co-sell readiness score measures how ready a partner, solution and target account are for a joint sales opportunity. The score can take into account factors such as offer validation, seller enablement, account overlap, buyer fit, clearly defined roles, security requirements and the strength of the joint value proposition. The goal is to understand whether the conditions are in place for the partner and sales teams to work together on an opportunity.

Organizations typically calculate co-sell readiness scores by assessing a set of criteria and assigning a score based on how well each one is met. Teams can use the score to identify gaps, prioritize opportunities and determine what needs to be addressed before moving forward. For example, a partner may have a strong relationship with a target account but still have a low readiness score if sellers aren’t trained or the joint offer hasn’t been validated.

In B2B SaaS, co-sell readiness scores can help partner and sales teams decide which opportunities are ready for joint selling. When used consistently, they can highlight enablement needs, clarify roles and help teams focus their time on opportunities where the partner and sales teams are prepared to work together.