Instructions and covered skills
Read each scenario carefully before selecting an answer. Focus on the stated commercial objective, responsibilities, incentives, and constraints. Choose the response that best supports a sustainable and measurable partnership. Do not rush through numerical or contractual details. Keep notifications muted and avoid switching between unrelated tasks while completing the test. Review your selected responses before submitting.
Key Areas
This test covers the practical work of assessing, designing, and managing strategic commercial partnerships. Candidates should be able to distinguish a credible partnership opportunity from a loosely defined collaboration by examining customer overlap, market access, product complementarity, operating capacity, and expected economics. They should understand how to convert a mutual value proposition into specific commitments, including demand generation, sales ownership, implementation duties, support coverage, data sharing, and customer communication.
The assessment also examines deal-structuring judgment. Relevant capabilities include selecting an appropriate commercial model, defining revenue share or referral fees, establishing performance thresholds, handling exclusivity, setting geographic or segment scope, and creating review points that allow the parties to adjust or exit when results diverge from expectations. Candidates should recognize the importance of aligning incentives so that each organization benefits from the customer outcomes it is responsible for influencing.
Governance and risk management are central areas. Candidates should be prepared to evaluate decision rights, escalation paths, reporting cadences, partner enablement, compliance obligations, intellectual-property boundaries, and customer-data controls. They should also know how to use pilots, milestones, service commitments, and termination provisions to reduce uncertainty before making broad commitments.
Recommended Preparation
Review partnership proposals, joint business plans, channel agreements, referral arrangements, reseller contracts, and alliance scorecards. Practice comparing prospective partners using consistent criteria rather than relying solely on brand recognition or executive enthusiasm. Work through examples that require estimating contribution margin, identifying implementation dependencies, and selecting measures that reflect both commercial output and customer quality.
Prepare by studying how partnership terms affect behavior after signature. Consider how lead-registration rules can prevent channel conflict, how minimum commitments can support resourcing, and how performance reviews can surface delivery problems early. Familiarity with negotiation principles, contract concepts, and cross-functional operating models will help candidates interpret each scenario and choose terms that balance growth opportunities with execution discipline.