Reseller Program Guide

RESELLER STRATEGY

Reseller Program Framework

RESELLER PROGRAM STRATEGY

RESELLER TYPES:
Value-Added Reseller (VAR):
☐ Adds services/customization
☐ Higher margin
☐ Deeper engagement

Distributor:
☐ Volume-focused
☐ Sub-reseller network
☐ Logistics capability

Marketplace:
☐ Digital channel
☐ Self-service
☐ Lower touch

SELECTION CRITERIA:
☐ Market coverage alignment
☐ Customer base fit
☐ Technical capability
☐ Sales capacity
☐ Financial stability

COVERAGE STRATEGY:
☐ Geographic coverage: _______________
☐ Segment coverage: _______________
☐ Exclusivity: ☐ Yes ☐ No
☐ Territory protection: ☐ Yes ☐ No

Reseller Type Matrix

Type	Margin	Support	Volume
VAR	30-35%	High	Medium
Distributor	10-15%	Low	High
Marketplace	15-20%	Self-serve	Variable

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PROGRAM ELEMENTS

Reseller Program Components

RESELLER PROGRAM STRUCTURE

MARGIN STRUCTURE:
Base discount: 20%
+ Certification: +5%
+ Deal registration: +5%
+ Volume tier: +5%
Maximum: 35%

VOLUME TIERS:
Bronze (<$100K): Base discount
Silver ($100K-$250K): +2%
Gold ($250K-$500K): +4%
Platinum (>$500K): +5% + custom

SUPPORT MODEL:
☐ Partner portal access
☐ Sales support (response SLA)
☐ Technical support (escalation)
☐ Marketing resources
☐ Training access

REQUIREMENTS:
☐ Minimum purchase commitment
☐ Certification requirements
☐ Reporting requirements
☐ Brand compliance

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RESELLER OPERATIONS

Operational Processes

RESELLER OPERATIONS

ORDER PROCESS:
☐ Quote request (reseller portal)
☐ Quote approval (24-hour SLA)
☐ PO submission
☐ Order processing
☐ License delivery
☐ Invoice generation

BILLING:
☐ Net-30 terms (standard)
☐ Pre-payment discount available
☐ Monthly invoicing
☐ Quarterly reconciliation

SUPPORT ESCALATION:
Level 1: Reseller handles
Level 2: Vendor support
Level 3: Engineering escalation
SLA: 4-hour response (L2+)

RENEWAL PROCESS:
☐ 90-day renewal notification
☐ Reseller-managed renewal
☐ Renewal commission protected
☐ Auto-renewal option

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