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Ideal partner profile template

Define which partners you should recruit before you recruit any. Fill in the fields and get a one-page ideal partner profile your team can use.

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Your companyYour nameDateYour ICPPartner typeReasonPartner sizePartner locationPartner client profileServices and toolsSignal 1Signal 2Signal 3Disqualifier 1Disqualifier 2Commission or marginClient benefitSupport offeredPitch angleSourcesNumber to contactNumber to signNumber active

# Ideal Partner Profile: [Your company]

Prepared by [Your name] on [Date].

## 1. Who we sell to (our ICP in one line)
[Your ICP]

## 2. Partner type
[Partner type]

## 3. Why they fit
They already serve our buyers because [Reason].

## 4. Firmographics
- Company size: [Partner size]
- Location: [Partner location]
- Clients: [Partner client profile]

## 5. What they already sell or implement
[Services and tools]

## 6. Signals of an active partner
- [Signal 1]
- [Signal 2]
- [Signal 3]

## 7. Disqualifiers
- [Disqualifier 1]
- [Disqualifier 2]

## 8. What they get from us
- Earnings: [Commission or margin]
- Value for their clients: [Client benefit]
- Support: [Support offered]

## 9. Pitch angle in one sentence
[Pitch angle]

## 10. Where to find them
[Sources]

## 11. Target for the next 90 days
Contact [Number to contact] partners, sign [Number to sign], get [Number active] to a first referral.

Not legal advice. Free to use and adapt (CC BY 4.0). Have a lawyer review contracts before signing.

What is an ideal partner profile?

An ideal partner profile (IPP) describes the partners most likely to sell your product: what kind of company they are, which buyers they serve, what they already sell or implement, and which signals show they will be active. It is the partner equivalent of your ideal customer profile.

Most partner programs fail at this step. Rewardful found that only 7.6% of SaaS affiliates ever send a referral, which usually means the wrong partners were recruited. An IPP turns "anyone who wants to partner" into a short list you can score.

How to fill it in

Start from your best customers, not from partner directories. Look at who they already pay for advice and services, then describe those firms: type, size, services, the tools they implement. Add the signals that separate active partners from passive ones, and the disqualifiers that save you time.

Scout drafts this profile from your website URL and finds the partners who match it. The template lets you do it by hand.

FAQ

IPP or ICP: what is the difference?

Your ICP describes the companies that buy your product. Your IPP describes the companies that sell to them: agencies, consultants, resellers and software vendors who already serve your ICP.

How many ideal partner profiles should I have?

One per partner type you recruit, for example one for agencies and one for complementary software vendors. Start with one.

How do I find partners that match my IPP?

Partner directories (HubSpot, Salesforce AppExchange), the service providers your customers mention, and LinkedIn searches by service. Scoutner does it from your website URL.

Sources

State of SaaS Affiliate Programs, Rewardful, 2026