What this template covers
A 30-60-90 day plan sets out what a new partner manager or channel manager will learn, build and deliver in their first three months. This template is written for a B2B SaaS company with an existing partner program, and works for two readers: a new hire agreeing a plan with their manager, and a candidate presenting a plan in an interview.
It includes:
- Plan details: name, role, start date, manager and the partners in scope.
- Three priorities in one paragraph, so your manager can see the plan at a glance.
- Days 1 to 30, learn: understand the product, the customer, the program and every active partner, ending with a portfolio review and agreed targets.
- Days 31 to 60, build: joint business plans with the top five partners, fixes to the problems that slow partner deals, and an ideal partner profile with a target list.
- Days 61 to 90, execute: QBRs with scorecards, new partners signed and onboarded, a joint marketing activity and a plan for the next two quarters.
- Goals, activities and deliverables for each phase, with deliverables as checkboxes.
- A measurable outcomes table with targets at day 30, 60 and 90.
- Check-ins with your manager at week 1, day 30, day 60 and day 90.
- A section on presenting the plan in an interview.
How to fill it in
- Check if a program exists. If you are the first partner hire, there is no portfolio to review. Move the partner agreement, tiers and onboarding into days 1 to 30, and expect fewer revenue outcomes by day 90.
- Agree targets after the first month, not before. The example outcomes, such as $300,000 of cumulative partner-sourced pipeline by day 90, are placeholders. Set real numbers once you have reviewed what partners actually produced last year.
- Name the top partners. Days 31 to 60 depend on choosing the five partners most likely to produce revenue. Use revenue, pipeline and engagement over the last 12 months, not who is loudest.
- Keep deliverables concrete. "Build relationships" is not a deliverable. "Joint business plans signed off with 5 partners" is.
- Book the check-ins on day one so the plan gets reviewed rather than filed.
A worked example
Say you join a company with 40 partners, of which 12 registered a deal in the last year. In the first month you meet all 12, review their data, and find that 5 partners produced most of the partner-sourced revenue, and that deal registrations take a week to approve. Days 31 to 60 become joint plans with those 5 and a two-day approval target agreed with sales. By day 90 you have run QBRs with each, signed 3 new partners from a target list of 30, and partners have registered 18 deals worth $300,000 in pipeline. At a 25% win rate, that pipeline should turn into about $75,000 of new ARR over the following quarters, which is the number you take into your day 90 review.
Tips for presenting it in an interview
Candidates often over-promise in the last 30 days. Interviewers are usually more impressed by a careful first month.
- Label your assumptions about partner types, numbers and sales cycle, and invite the panel to correct you.
- Use their language: product names, customer segments and partner types from the job description and website.
- Show your working for any number you use.
- Leave time for questions. Ten minutes of presenting and twenty of discussion is a good split.
Expect to be asked how you would handle a deal conflict or a partner who has stopped producing. Our partner manager interview questions cover those with what a strong answer includes, and the partner manager job description shows what hiring managers usually expect at 6 and 12 months.
After day 90
Turn the plan into the next two quarters' targets and keep the same check-in rhythm. The joint business plan template is the natural next document for your top partners, and the partner onboarding guide covers how to get new partners to a first registered deal quickly.