Partner Program Strategy Framework

PROGRAM DESIGN

Partner Program Foundation

PARTNER PROGRAM STRATEGY

PROGRAM OBJECTIVES:
☐ Revenue contribution target: ____% of total
☐ Market coverage expansion
☐ Customer segment reach
☐ Geographic expansion
☐ Capability augmentation

PARTNER TYPES:
☐ Referral partners
  - Revenue share: 10-20%
  - Low commitment, lead-only

☐ Reseller partners
  - Discount: 20-35%
  - Transact and support

☐ System integrators
  - Service revenue primary
  - Implementation focus

☐ Technology partners
  - Integration-based
  - Ecosystem value

TIERING STRUCTURE:
Registered: Basic access, standard margins
Silver: Trained, moderate margins, some MDF
Gold: Certified, best margins, priority support
Platinum: Strategic, custom terms, joint planning

Program Economics Matrix

Partner Type	Discount/Share	MDF	Support Level
Referral	10-20%	None	Basic
Reseller	20-35%	2-5%	Standard
SI	Services-based	Custom	Premium
Technology	Revenue share	Joint	Strategic

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PROGRAM ECONOMICS

Partner Margin Structure

PARTNER ECONOMICS MODEL

RESELLER MARGINS:
Base discount: 20%
+ Deal registration: +5%
+ Certification: +5%
+ Volume bonus: +5%
Maximum: 35%

REFERRAL COMMISSIONS:
New customer: 15-20%
Existing customer: 10%
Duration: First year only
Payment: Net-30 from close

DEAL REGISTRATION BENEFITS:
☐ Price protection
☐ +5% margin
☐ Priority support
☐ Marketing support
☐ Competitor lockout

CO-INVESTMENT OPTIONS:
☐ MDF (% of revenue)
☐ Joint marketing
☐ POC support
☐ Training credits
☐ Event sponsorship

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PARTNER LIFECYCLE

Lifecycle Management

PARTNER LIFECYCLE STAGES

STAGE 1 - RECRUITMENT:
☐ Identify target partners
☐ Qualify fit
☐ Present value proposition
☐ Negotiate agreement
☐ Sign contract

STAGE 2 - ONBOARDING (30 days):
☐ Welcome and orientation
☐ Portal access setup
☐ Initial training
☐ Sales enablement
☐ First opportunity support

STAGE 3 - ENABLEMENT (60-90 days):
☐ Product certification
☐ Sales certification
☐ Technical certification
☐ Demo capability
☐ Independent selling

STAGE 4 - ACTIVE SELLING:
☐ Regular pipeline review
☐ Deal support
☐ Marketing collaboration
☐ QBR meetings

STAGE 5 - GROWTH/RETENTION:
☐ Tier advancement
☐ Expanded coverage
☐ Deeper engagement
☐ Strategic planning

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