Partnership depth
Partnership depth is the measure of how far a B2B customer relationship has progressed from transactional vendor toward strategic partner. Depth shows up in specific, observable conditions: relationships at the executive level, clear differentiation from the alternatives, collaboration on the customer's priorities, and a client who would advocate for the partnership if asked.
Why it matters
Revenue is a lagging indicator; it reports what already happened. Partnership depth is a leading indicator, and it predicts where the account is heading well before the revenue number moves.
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