Partner Onboarding Checklist: Days 16-60 and 61-90
This partner onboarding checklist covers days 16 to 60, the weeks after the kick-off call when a new partner either starts moving or quietly stalls. Every item has an owner and a done-when test, so you can tell at day 30 and day 60 whether a partner is on track.
Updated October 2026.
What is a partner onboarding checklist for days 16 to 60?
A partner onboarding checklist for days 16 to 60 lists what the partner manager, sales and the partner each do between the kick-off call and the day-90 review. It gives every step an owner and a test for when it is done, so a stalled partner shows up as an open item and not as a surprise at day 90.
Days 1 to 15 cover the welcome, access and the kick-off, and the first 15 days of partner onboarding page has that checklist. Days 16 to 60 are where the partner learns the product and makes a first move. For the full process, who owns each step and a schedule by partner type, see the guide to partner onboarding best practices.
Partner onboarding checklist: days 16 to 60
Use two blocks. Days 16 to 30 get the partner trained and working in your tools. Days 31 to 60 get the partner to a first referral or deal. Each line has one owner and a done-when test. Copy the tables into your tracker as a partner onboarding template and move the dates to fit your sales cycle.
Days 16 to 30: learn the product and the process
| Item | Owner | Done when |
|---|---|---|
| Product and sales training | Partner manager assigns it, the partner completes it | The partner has finished the assigned training and the partner manager has checked it |
| Sales material | Sales | The partner has the pitch deck, battle cards and a case study, and has opened each one |
| A named sales contact | Sales | The partner knows which rep to ask and has spoken to that rep once |
| Deal rules explained | Partner manager | The partner can say how to submit a referral or deal, how credit is decided and when commission is paid |
| 30-day check-in | Partner manager | The meeting has happened and the partner's progress, blockers and next goal are written down |
Days 31 to 60: the first move
| Item | Owner | Done when |
|---|---|---|
| First referral or deal | The partner submits it, sales qualifies it | One referral or deal is submitted and sales has replied to it |
| First call with a prospect | Sales | Sales has joined one call with the partner and a prospect, where the partner type needs one |
| Product refresher | Partner manager | The partner has seen what changed in the product since the training |
| One joint activity (optional) | The partner and the partner manager | A webinar, roundtable or similar is agreed, with a date and an owner on each side |
| Data review | Partner manager | Training completion, activity and open items are reviewed and the weakest step in the checklist is fixed |
| 60-day check-in | Partner manager | The meeting has happened and the goals for days 61 to 90 are agreed in writing |
What do you do at the 30-day and 60-day check-ins?
At day 30 you check whether the training stuck and what blocks the partner. At day 60 you check results against the goals set at the kick-off and agree what happens before the review at day 90. End each meeting with one written next step and a date, and book the next meeting before you leave.
Questions for the 30-day check-in:
- Did the training make sense, and what is missing?
- What is slowing you down right now?
- Do you know who to ask in sales?
- What would make the portal or the material easier to use?
Questions for the 60-day check-in:
- Which goals from the kick-off are met?
- Where did a referral or deal stall?
- Is the material easy to find and current?
- Which joint activity has happened or is planned?
- What goal do we set for days 61 to 90?
Watch our roundtable on driving partner meetings:
How do you know a partner is stuck in onboarding?
A partner is stuck when a checklist item stays open past its date and the partner has not said why. Four signals show it early: training unfinished at day 30, no first referral or deal by day 60, two missed check-ins in a row, or no portal activity for a set period. Set your own limits.
| Signal | What to check | What to do |
|---|---|---|
| Training unfinished at day 30 | Is the material too long, or is the partner busy? | Shorten the assignment, agree a new date or offer a live session |
| No first referral or deal by day 60 | Does the partner know whom to refer and how to submit? | Walk through one real account together and bring in sales |
| Two missed check-ins | Is this still the right contact at the partner? | Ask for a second contact and point to what the agreement says about activity |
| No portal activity | Did the invitation arrive, and does the login work? | Resend access and ask what the partner needs |
These limits are yours to set, and this guide gives no benchmark. A few weeks of your own data show which signal predicts a stall in your program. For the wider set of measures, see the partner program KPIs.
Days 61 to 90: the handoff to the review
From day 61 the checklist stops and the review starts. In days 61 to 90 you check goals, engagement and product knowledge, write a short success plan and apply the rule you set in the agreement at day 90. The three possible outcomes are in the guide to partner onboarding best practices.
- Goals. Compare results with the goals agreed at day 60. Check whether the commission reflects the work the partner has done.
- Engagement. Look at the training completed, how often the partner communicates and how they use the portal.
- Product and brand knowledge. Test it with a short quiz, a certification or a call with sales.
Write a short success plan with the partner's goals and metrics and the support you provide, and put a date on each follow-up. Partners who do well can move up a tier by meeting requirements such as a sales target or a certification.
How do you run this checklist in Kiflo?
In Kiflo, a checklist like this becomes a stage in an onboarding pipeline, and each line becomes an action the partner completes in the partner portal. You build one pipeline per program, for example one for resellers and one for solution providers. Partner access is free.
Here is how the lines above map to the actions described in the Kiflo help center:
- Training material and the sales deck. A view-an-asset or read-an-article action. Neither needs validation.
- A document you ask for. An upload-a-document action. Some actions need approval from a channel manager on your team.
- The 30-day and 60-day check-ins. A book-a-meeting action, using Calendly or HubSpot scheduling.
- Anything you ask the partner to tell you. A provide-information action.
- Where each partner stands. Every action has a status: pending, waiting for approval, completed, action required or skipped. The onboarding tab lists each stage with a tick and a completion date, so a stalled partner is visible without asking.
- Steps that happen offline. A stage with no actions, such as a call you run by phone, is moved on by hand.
- Your CRM. Kiflo syncs with HubSpot and Salesforce.
To see what the tools do side by side, read the guide to partner onboarding software. For the wider platform, see partner management in Kiflo.
Want to see where your new partners stall? We will show you how this checklist maps to onboarding stages and actions in a demo. Book a demo.
