More about the Zoho Partner Tiers
Authorized Partner
To be formally enrolled in the program as an Authorized Partner, a Partner must cross the $5,000 revenue threshold, acquire required certifications, and demonstrate implementation successes within six months of onboarding. If a Partner cannot meet the criteria, their status will be re-evaluated and may be terminated.
Advanced Partner
Advanced Partners are expected to demonstrate a higher level of achievement in terms of revenue, implementation success, certifications, and customer engagement. To be eligible for the Advanced tier, a partner must score more than 400 points during the Value Scoring process.
Premium Partner
This is the highest level a Partner can achieve within the Zoho Consulting Partner Program. A Partner in this tier is expected to demonstrate the highest level of accomplishment in the areas of revenue, implementation success, certifications, and customer engagement. To be eligible for the Premium tier, a Partner must earn a value score greater than 600 points.
Note: For the Home region of a Partner, the Global Partner value score will be considered to determine their tier. For all other regions they provide their services in, their regional Partner Value score will be considered and the tier from their home region will not be automatically carried forward. Global score will take in to account global revenue, customer success etc while the regional score will only consider these data points for that region only.
Zoho Partner Value Scoring System
The Zoho Partner value score is determined by a Partner's performance in four categories: Revenue, Customer Success, Market Readiness, and Zoho Engagement. Each category includes multiple parameters, each focusing on a specific goal. A Partner can score a maximum of 1,000 points across categories.
How do we define our categories and parameters?
- Revenue
- Customer Success
- Market Readiness
- Zoho Engagement
Revenue
Note: All revenue numbers are calculated pre-commission.
Revenue Growth
Revenue growth represents the increase in Zoho licensing revenue recorded by the Partner in a year. A Partner can earn a maximum of 400 points for meeting or exceeding the revenue growth benchmark. If a Partner's Zoho licensing revenue was $1,000,000 in 2022 and it grew to $1,500,000 in 2023, then their revenue growth amounts to $500,000.
Note: Revenue benchmarks vary by location.Customer Acquisition
Once a Partner acquires 10 new customers in a year, they will receive 10 points for every subsequent 10 new customers they onboard, up to a maximum of 100 points.
Customer Success
Customer Retention Rate (CRR)
Under this criteria, the Partner is assigned a score depending on the percentage of customers they were able to retain in a year. CRR is 0-25%=0points; 26-50%= 25 points; 51-75%=50 points; 75%+=corresponding score.
CSAT
The CSAT score is calculated based on the satisfaction rating collected directly from a Partner’s customers. For every 4 or 5-star rating provided by a customer, the Partner stands to gain 5 points, up to a maximum of 100 points.
Escalations
Every partner-customer escalation that has been validated by the Partner Operations Team and the Partner Account Manager reduces 10 points (up to a maximum of 100 points) from the overall Partner score.
Market Readiness
Certifications
A partner organization is expected to complete training courses, get certified, and retain their certifications to remain in a specific tier. If a Partner has more than three Zoho product certifications, they are assigned 5 points for each certificate and can earn a maximum of 100 points.
Projects
Every new project and successful marketplace integration added to the Partner profile in a year contributes 10 points to the Partner’s overall score. A Partner can earn a maximum of 50 points under this criteria. Click here for the Zoho Partner Project Evaluation Criteria.
Case Studies
Every case study created by a Partner and approved by the Zoho team adds 10 point to the overall Partner score. A Partner can earn a maximum of 50 points under this criteria. Click here for the Partner Case Study Template.
Zoho Engagement
Zoho Practice
Partners can score up to 25 points, depending on the total number of employees in their organization dedicated to selling Zoho products.
Zoho Campaigns
Campaigns can be physical lead-generation events (worth 10 points), or Partner's participation in branded events (could be Zoho hosted, partner-led, or external forums) (worth 15 points). Partners can earn a maximum of 25 points under this criteria.
Zoho Branding
Based on how accurately a partner uses Zoho branding, a Partner Account Manager can assign them up to 50 points. Click here for the Zoho Partner Branding Evaluation Criteria.
Partner Benefits & Value Table
| Benefits | New Partner | Authorized Partner | Advanced Partner | Premium Partner |
|---|---|---|---|---|
| Partner’s listing on Zoho Partner website | ||||
| Priority listing | (With Advanced Partner badge) | (With Premium Partner badge) | ||
| Dedicated Partner Account Manager | (Selectively, based on region) | |||
| Large deal support (priority support, pre-sales engagement, support from the CX team for deals 20 users or $5,000 revenue) | ||||
| Toll-Free and Live Chat Support for Partners | ||||
| Product Specific / Partner Enablement Webinars | ||||
| Certificate of Partnership | ||||
| Marketing resources | ||||
| Complimentary licenses | ||||
| Demo accounts |
| Parameters | Sub-category | Maximum Partner Value Score | Criteria |
|---|---|---|---|
| Revenue | Revenue Growth | 400 | Annual revenue must be >5K USD. Revenue benchmark for developed region: 200K USD; for developing region: 150K USD |
| Customer Growth | 100 | Partner earns 10 points for every 10 new customers. No of new customers must be >10. | |
| Customer Success | Customer Retention Rate (CRR) | 100 | If the Partner CRR is 0-25%- no points get added to the overall partner score. 26-50%- 25 points get added 51-75%- 50 points get added 75%+= points corresponding to CRR % (for example- if CRR is 76%- 76 points will be added to the overall score. |
| Customer Satisfaction (CSAT) Score | 100 | Every 4 and 5-star rating, a Partner earns 5 points. | |
| Escalations | -100 | Every valid customer escalation results in a deduction of 10 points. If the escalation is <2, then there will be no deduction. | |
| Market Readiness | Certifications | 100 | If the total no. of certificates held by a Partner is >/=3, they receive 5 points for each certificate, up to a maximum of 100. |
| Projects | 50 | For every project or successful marketplace integration, a Partner receives 10 points. | |
| Customer Case Studies | 50 | For every Zoho-approved case study/customer testimonial, Partner receives 10 points. | |
| Zoho Engagement | Zoho Practice | 25 | Determined by the number of employees dedicated to selling Zoho products. 3-5 employees - 5 points 6-10 -10 points 11-25 - 20 points 25+ - 25 points |
| Zoho Campaigns | 25 | Partners can earn a maximum of 25 points under this criteria-10 points for physical lead-generation events and 15 for participation in branded events. | |
| Zoho Branding | 50 | Partners can earn up to 50 points based on how accurately they utilize Zoho branding. |
Frequently asked questions
What are the different tiers within the Zoho Consulting Partner Program?
There are three different tiers within the Zoho Consulting Partner Program- Authorized, Advanced, and Premium.
How can I check my partner tier status?
Your Partner Tier Status will be updated both within the Partner Store and on 'Find a Partner' Page.
Is the tier evaluation process carried out every year?
Yes, the tier evaluation process repeats annually. At the end of the evaluation, a score is assigned based on your performance during the year, after which your tier status will be updated by January the following year. Once your tier status gets updated, you will be able to access all the tier-specific benefits.
How can I access the updated tier logo after a tier change?
Once your tier status gets updated after the annual tier evaluation process, you will be able to download the new tier logo from the 'Partner Profile' tab within the Partner Store.
Will I get notified if my tier status changes?
You will receive a email notifying you of your tier status change at the end of the evaluation process. You can also check your tier status on the Partner Store.
We did not receive an email about our tier update this year. What should I do?
You can drop an email to partner-operations@zohocorp.com or reach out to your PAM.
Where do I raise my concerns regarding the tier evaluation result?
You can drop an email to partner-operations@zohocorp.com or reach out to your PAM.
Where should I raise my query regarding the updated partner program?
You can drop an email to partner-operations@zohocorp.com or reach out to your PAM.
Where can I use the tier logo?
You can use your partner tier logo on your website, email signature, all branding campaigns, and other marketing collaterals.
How can I get listed in the Zoho Partner Directory?
Once you move to the Authorized Partner Tier or above, you can update your Partner Profile on the Partner Store. Once our team approves this, your profile will be listed in the directory.
How can customers find Zoho Partners?
Customers can find Zoho Partners on the 'Find a Partner' page.
What are the benefits of being listed in the partner directory?
Getting listed in the partner directory increases your brand visibility and aids lead generation. It also draws attention to your expertise through your product certifications and case studies that get listed on the directory. All of this enables customers to choose a partners based on their expertise and region of operation.