CONFIDENTIAL -- AZ1.AI Inc. -- Internal Use Only
CFS-006: Partner Program & Channel Strategy
1. Executive Summary
CODITECT's distribution model is partner-first by design. Rather than competing with accounting firms for their clients, we empower firms to serve 10x more clients through AI-augmented workflows. The partner program is the primary revenue channel, accounting for an estimated 85% of total ARR by Year 3.
Core principle: Accounting firms are not customers -- they are distribution partners who multiply our reach. Every feature decision, pricing model, and support investment must strengthen the partner relationship.
2. Partner Program Architecture
2.1 Program Tiers
| Tier | Annual Revenue | Certification | Benefits | Support | Revenue Share |
|---|
| Registered | <$5K ARR | Self-paced online | Portal access, basic training, standard branding | Community + Email | 15% |
| Silver | $5K-25K ARR | Foundation exam (online) | Co-marketing, lead referrals, quarterly business review | Priority email + chat | 20% |
| Gold | $25K-100K ARR | Advanced exam + case study | Dedicated partner manager, joint webinars, beta access | Phone + dedicated Slack | 25% |
| Platinum | >$100K ARR | Master certification + on-site | White-label rights, custom integrations, strategic advisory board seat | Named support engineer | 30% |
2.2 Revenue Share Model
Revenue share is calculated on net client revenue (after payment processing fees):
| Component | Registered | Silver | Gold | Platinum |
|---|
| Recurring subscription share | 15% | 20% | 25% | 30% |
| Implementation fees (first 90 days) | 100% to partner | 100% | 100% | 100% |
| Add-on modules share | 10% | 15% | 20% | 25% |
| Referral bonus (new partner recruitment) | $500 | $1,000 | $2,000 | $5,000 |
Example (Gold partner, 50 clients at $65/mo):
- Monthly client revenue: 50 x $65 = $3,250
- Partner share (25%): $812.50/month = $9,750/year
- Implementation revenue (Year 1): ~$25,000 (partner retains 100%)
- Total Year 1 partner earnings: ~$35,000
2.3 Payment Terms
- Revenue share paid monthly, net-15 after client payment collection
- Minimum payout threshold: $50 (accumulated until met)
- Payment methods: ACH (US), PIX (Brazil), Wire (international)
- Full transparency: partner portal shows real-time client revenue and share calculations
3. Partner Certification Program
3.1 Certification Levels
| Level | Prerequisite | Exam Format | Validity | Cost |
|---|
| CODITECT Foundation | None | Online, 60 questions, 90 min, 70% pass | 2 years | Free |
| CODITECT Advanced | Foundation + 10 client deployments | Online, 80 questions + practical, 75% pass | 2 years | $199 |
| CODITECT Master | Advanced + 50 clients + case study submission | Panel review + live demo | 3 years | $499 |
| CODITECT Specialist | Foundation + domain expertise | Domain-specific exam (Tax, AI, Consolidation) | 2 years | $149/domain |
3.2 Training Curriculum
| Module | Duration | Format | Content |
|---|
| Platform Fundamentals | 8 hours | Self-paced video + labs | GL architecture, multi-currency, multi-entity, chart of accounts |
| Client Onboarding | 4 hours | Self-paced + live workshop | Data migration, configuration, client training methodology |
| AI Features | 4 hours | Self-paced video + labs | Document intelligence, auto-categorization, NLQ, forecasting |
| Multi-National | 6 hours | Self-paced + case studies | Tax jurisdictions, SPED/GAAP/IFRS, compliance engine |
| Practice Management | 4 hours | Self-paced video | Workflow management, client portal, time tracking, billing |
| Advanced Administration | 6 hours | Self-paced + labs | Custom reports, API integrations, security configuration |
| Sales & Marketing | 3 hours | Live workshop | Positioning, demo techniques, objection handling, ROI calculator |
3.3 Continuing Education
- Partners must complete 8 hours of continuing education annually
- New feature training released quarterly (1-2 hours each)
- Annual partner conference (virtual + in-person) with certification renewal track
4. White-Label Program (Platinum Tier)
4.1 Customization Options
| Element | Customization Level | Implementation |
|---|
| Logo | Partner logo replaces CODITECT logo | Portal configuration |
| Color scheme | Primary/secondary colors, accent colors | CSS theme variables |
| Domain | Custom domain (e.g., accounting.partnerfirm.com) | DNS CNAME + SSL |
| Email | Branded transactional emails from partner domain | SMTP configuration |
| Login page | Partner branding on authentication screens | Template configuration |
| Reports | Partner logo on all exported reports/PDFs | Report template engine |
| Mobile | Branded PWA with partner app icon | PWA manifest configuration |
| Client portal | Full partner branding on client-facing portal | Portal theme engine |
4.2 "Powered by CODITECT" Policy
- White-label clients see partner branding only in the main interface
- "Powered by CODITECT" appears in footer (small, non-prominent) -- configurable by Platinum partners
- Technical documentation and API references may reference CODITECT
- Support tickets route to partner first, escalation to CODITECT is invisible to end client
4.3 White-Label Pricing
| Component | Price |
|---|
| White-label setup fee | $2,500 (one-time) |
| Custom domain setup | Included |
| Monthly white-label fee | $0 (included in Platinum tier) |
| Custom mobile app (PWA) | Included |
| Custom report templates | $500/template (or included at >200 clients) |
5. Partner Onboarding Journey
5.1 Onboarding Timeline
Day 0 → Application submitted (online form + firm profile)
Day 1-2 → Application review (automated scoring + manual review if needed)
Day 3 → Welcome email + portal access + training enrollment
Day 3-14 → Foundation training (self-paced, 8 hours)
Day 14 → Foundation certification exam
Day 15-21→ First client setup (guided, with partner success team)
Day 30 → 30-day check-in call with partner success manager
Day 60 → Second check-in, review metrics, identify expansion opportunities
Day 90 → Quarterly business review, tier assessment
5.2 Partner Success Metrics (First 90 Days)
| Metric | Target | Measurement |
|---|
| Certification completion | 100% within 14 days | Training platform |
| First client onboarded | Within 21 days | Platform activity |
| 5 clients onboarded | Within 60 days | Platform activity |
| Client satisfaction (CSAT) | >4.0/5.0 | Client survey |
| Partner NPS | >50 | Quarterly survey |
6. Partner Economics Model
6.1 Partner Revenue Scenarios
Scenario A: Solo Practitioner (Registered Tier)
| Metric | Year 1 | Year 2 | Year 3 |
|---|
| Clients on CODITECT | 15 | 30 | 50 |
| Average ARPC | $65 | $68 | $72 |
| Gross client revenue | $11,700 | $24,480 | $43,200 |
| Revenue share (15%) | $1,755 | $3,672 | $6,480 |
| Implementation income | $7,500 | $7,500 | $10,000 |
| Total partner income | $9,255 | $11,172 | $16,480 |
| Time saved per client (hours/mo) | 8 | 10 | 12 |
| Capacity freed (clients) | +10 | +25 | +50 |
Scenario B: Small Firm, 5 Staff (Gold Tier)
| Metric | Year 1 | Year 2 | Year 3 |
|---|
| Clients on CODITECT | 80 | 200 | 400 |
| Average ARPC | $65 | $68 | $72 |
| Gross client revenue | $62,400 | $163,200 | $345,600 |
| Revenue share (25%) | $15,600 | $40,800 | $86,400 |
| Implementation income | $40,000 | $60,000 | $100,000 |
| Total partner income | $55,600 | $100,800 | $186,400 |
Scenario C: Mid-Size Firm, 20 Staff (Platinum Tier)
| Metric | Year 1 | Year 2 | Year 3 |
|---|
| Clients on CODITECT | 300 | 800 | 2,000 |
| Average ARPC | $59 | $62 | $65 |
| Gross client revenue | $212,400 | $595,200 | $1,560,000 |
| Revenue share (30%) | $63,720 | $178,560 | $468,000 |
| Implementation income | $150,000 | $200,000 | $500,000 |
| Total partner income | $213,720 | $378,560 | $968,000 |
6.2 Partner ROI Calculator
Partners access an interactive ROI calculator in the partner portal:
Inputs:
- Current number of clients
- Average hours per client per month
- Current billing rate
- Target growth rate
- Current software costs
Outputs:
- Hours saved per client with CODITECT AI
- Additional client capacity unlocked
- Revenue share projections (3 years)
- Net ROI after CODITECT subscription costs
- Break-even timeline
7. Geographic Partner Strategy
7.1 Market Entry Sequence
| Phase | Markets | Timeline | Partner Target | Strategy |
|---|
| Phase 1 | Brazil, United States | Months 1-6 | 100 partners | Direct recruitment, Avivatec anchor, CPA events |
| Phase 2 | Mexico, UK, Portugal | Months 7-12 | 300 additional | Regional manager hire, professional body partnerships |
| Phase 3 | France, Germany, Spain | Months 13-18 | 500 additional | EU regional team, Peppol/Factur-X compliance lead |
| Phase 4 | India, Nigeria, Australia | Months 19-24 | 800 additional | Country managers, local language support |
7.2 Brazil-Specific Partner Strategy
| Element | Details |
|---|
| Anchor partner | Avivatec (technology services, accounting BPO clients) |
| Regulatory advantage | CBS/IBS tax reform creates massive migration demand |
| Professional channel | CRC (Regional Accounting Councils) partnerships |
| Events | CRC conferences, SPED/fiscal technology events |
| Pricing | BRL-denominated, competitive with Omie/ContaAzul |
| Training | Portuguese-language curriculum, Brazil-specific tax modules |
7.3 United States Partner Strategy
| Element | Details |
|---|
| Target | CPA firms (46,000 firms, 60% solo practitioners) |
| Regulatory advantage | CPA shortage (300K+ departed since 2019) |
| Professional channel | AICPA alliance, state CPA society partnerships |
| Events | AICPA ENGAGE, Scaling New Heights, QuickBooks Connect |
| Positioning | "10x your capacity without hiring" |
| Training | English-language curriculum, US GAAP focus |
8.1 Portal Features
| Feature | Description |
|---|
| Dashboard | Real-time metrics: ARR, client count, revenue share, tier progress |
| Client Management | Onboard new clients, manage subscriptions, view usage analytics |
| Training Center | On-demand courses, certification tracking, CE credits |
| Marketing Hub | Co-branded materials, case study templates, social media assets |
| Support Center | Ticket system, knowledge base, escalation to CODITECT |
| Billing | Revenue share statements, payout history, tax documents |
| ROI Calculator | Interactive tool for prospect conversations |
| Deal Registration | Register opportunities for lead protection |
8.2 Co-Marketing Program
| Asset | Availability | Customization |
|---|
| Product brochures (PDF) | All tiers | Partner logo + contact |
| Email templates (5-drip sequence) | Silver+ | Full content customization |
| Social media kit (20 posts/quarter) | Silver+ | Partner branding |
| Webinar-in-a-box | Gold+ | Co-hosted with CODITECT |
| Case study template | Gold+ | Partner + client story |
| ROI calculator (embeddable) | Gold+ | Partner website embed |
| Press release template | Platinum | Full press kit |
| Video testimonials | Platinum | Co-produced with CODITECT |
8.3 Marketing Development Funds (MDF)
| Tier | Annual MDF | Eligible Activities |
|---|
| Registered | $0 | N/A |
| Silver | $1,000 | Digital marketing, local events |
| Gold | $5,000 | Events, content creation, advertising |
| Platinum | $15,000 | All above + sponsorships, conferences |
MDF requires pre-approval and proof of execution. 50% advance, 50% on completion with results reporting.
9. Partner Support Model
9.1 Support Tiers
| Support Level | Available To | Channels | Response Time | Hours |
|---|
| Community | Registered | Forum, knowledge base | Best effort | 24/7 self-service |
| Standard | Silver | Email, chat | 4 hours (business) | M-F 8am-6pm local |
| Priority | Gold | Email, chat, phone | 2 hours (business) | M-F 7am-8pm local |
| Premium | Platinum | All + dedicated Slack + named engineer | 1 hour (24/7 for P1) | 24/7 for critical |
9.2 Escalation Path
Level 1: Partner resolves internally (trained staff)
↓ (if unresolved within SLA)
Level 2: CODITECT Partner Support team
↓ (if requires engineering)
Level 3: CODITECT Engineering (product team)
↓ (if critical/security)
Level 4: CODITECT Executive escalation (VP Engineering + Partner Success VP)
9.3 Partner Success Team
| Role | Ratio | Responsibility |
|---|
| Partner Success Manager | 1:50 (Silver), 1:20 (Gold), 1:5 (Platinum) | Relationship management, QBRs, growth planning |
| Partner Technical Advisor | 1:100 | Technical guidance, architecture reviews, integration support |
| Partner Marketing Manager | 1:200 | Co-marketing, MDF management, campaign support |
| Partner Training Manager | 1:500 | Curriculum updates, certification management |
| KPI | Target | Measurement | Frequency |
|---|
| Client acquisition rate | 5+ new clients/quarter | Platform data | Monthly |
| Client retention rate | >90% annual | Churn tracking | Monthly |
| Client satisfaction (CSAT) | >4.0/5.0 | Client surveys | Quarterly |
| Certification maintenance | 100% current | Training platform | Annual |
| Revenue growth | >20% YoY | Billing data | Quarterly |
| Support ticket resolution | >80% resolved at Level 1 | Support system | Monthly |
10.2 Tier Progression & Demotion
Progression:
- Automatic tier upgrade when revenue threshold is met for 2 consecutive quarters
- Certification requirements must be met before upgrade takes effect
- Revenue share increase applies immediately upon tier upgrade
Demotion:
- If revenue drops below tier threshold for 3 consecutive quarters
- 90-day grace period with notification and remediation plan
- Revenue share adjusts to new tier rate after grace period
- No demotion below Registered tier
10.3 Partner Advisory Board
- Composition: 8-12 partners (2 per tier, rotating annually)
- Cadence: Quarterly meetings (virtual) + annual in-person summit
- Influence: Product roadmap input, pricing feedback, market intelligence
- Benefits: Early feature access, direct CEO/CTO communication, featured at partner events
11. Competitive Differentiation vs. Other Partner Programs
| Dimension | CODITECT | Xero ProAdvisor | QBO ProAdvisor | Sage Partner |
|---|
| Revenue share | 15-30% | 0% (wholesale only) | 0% (free + leads) | 10-20% |
| White-label | Full (Platinum) | Limited branding | None | Limited |
| Dedicated support | Gold+ | Premier only | ProAdvisor Circle | Diamond only |
| Training cost | Free (Foundation) | Free | Free | Paid ($2K+) |
| Certification levels | 4 levels | 2 levels | 2 levels | 3 levels |
| MDF | Up to $15K/yr | None | None | Limited |
| Practice management | Integrated | Third-party (Karbon) | Third-party | Third-party |
| Multi-national | 30+ jurisdictions | 4 countries | US-centric | Moderate |
| AI capabilities | Deep domain AI | Basic | Basic | Basic (Copilot) |
| Implementation revenue | 100% to partner | N/A | N/A | Split |
12. Partner Program Metrics & Targets
| Metric | Year 1 | Year 2 | Year 3 | Year 5 |
|---|
| Total partners | 100 | 400 | 1,200 | 6,000 |
| Registered | 60 | 200 | 500 | 2,000 |
| Silver | 25 | 120 | 400 | 2,000 |
| Gold | 12 | 60 | 220 | 1,400 |
| Platinum | 3 | 20 | 80 | 600 |
| Avg clients per partner | 15 | 20 | 25 | 35 |
| Total end clients | 1,500 | 8,000 | 30,000 | 210,000 |
| Partner-sourced revenue | 85% | 85% | 85% | 80% |
| Partner retention rate | 80% | 85% | 90% | 92% |
| Partner NPS | 40 | 50 | 60 | 70 |
Hal Casteel
CEO/CTO, AZ1.AI Inc.
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