Partner Program Guide

SI/VAR/ISV Partnership Frameworks

Document ID: D6-PARTNER-PROGRAM
Version: 1.0
Category: Business/Strategy

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Partnership Model Overview

┌─────────────────────────────────────────────────────────────┐
│                 PARTNER ECOSYSTEM                            │
├─────────────────────────────────────────────────────────────┤
│                                                              │
│  SYSTEM INTEGRATORS     VALUE-ADDED          INDEPENDENT    │
│       (SI)              RESELLERS (VAR)      SOFTWARE       │
│                                              VENDORS (ISV)  │
│  ─────────────────      ──────────────       ─────────────  │
│  • Implementation       • Distribution       • Embed in     │
│  • Customization        • Support            products      │
│  • Managed services     • Training           • Extend       │
│  • Advisory             • Local presence     platform      │
│                                                              │
│  Revenue: Services      Revenue: Margin      Revenue: OEM   │
│  Typical: 30-50% of     Typical: 20-40%     Typical: Per-   │
│  deal value             discount            seat/usage      │
│                                                              │
└─────────────────────────────────────────────────────────────┘

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System Integrator (SI) Program

Tier Structure

Tier	Requirements	Benefits	Target Partners
Platinum	10+ implementations, 50+ certified, $2M+ revenue	40% discount, co-sell, exec sponsor	Big 4, Global SIs
Gold	5+ implementations, 20+ certified, $500K+ revenue	30% discount, deal reg, marketing	Regional SIs
Silver	2+ implementations, 5+ certified, $100K+ revenue	20% discount, training access	Boutique consultancies
Registered	Completed training	Portal access, NFR licenses	New partners

SI Engagement Model

Phase 1: Enablement (Weeks 1-4)
├── Technical certification (5 certifications required)
├── Sales certification (methodology training)
├── Solution architecture workshop
└── Sandbox environment provisioning

Phase 2: First Implementation (Weeks 5-12)
├── Joint scoping with CODITECT SA
├── Implementation with CODITECT shadow
├── Go-live support
└── Knowledge transfer session

Phase 3: Independent Delivery (Ongoing)
├── Partner-led implementations
├── CODITECT escalation support
├── Quarterly business reviews
└── Advanced certification path

Services Opportunity Sizing

Per Implementation Revenue Potential:

Discovery & Assessment:      $25K - $75K
Architecture & Design:       $50K - $150K
Implementation:              $100K - $500K
Integration:                 $50K - $200K
Testing & Validation:        $25K - $75K
Training & Change Mgmt:      $25K - $100K
───────────────────────────────────────────
Total Per Project:           $275K - $1.1M

Ongoing Managed Services:    $10K - $50K/month

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Value-Added Reseller (VAR) Program

Commission Structure

Deal Size	First Year	Renewals	Notes
< $50K	30%	20%	Self-service eligible
$50K - $200K	25%	15%	VAR-led sales
$200K - $500K	20%	12%	Joint selling
> $500K	15%	10%	CODITECT-led

Deal Registration Benefits

REGISTERED DEAL PROTECTION:

1. 90-day protection window
2. Additional 10% discount on registered deals
3. First right of refusal on renewals
4. Access to deal-specific marketing funds

REQUIREMENTS:
- Complete customer qualification form
- Provide expected close date
- Update quarterly (or lose registration)

VAR Enablement

Training	Duration	Certification
Sales Fundamentals	1 day	Sales Associate
Technical Overview	2 days	Technical Associate
Solution Selling	1 day	Solution Consultant
Demo Certification	Half day	Demo Certified

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ISV Program

Integration Models

Model 1: EMBEDDED
─────────────────
ISV embeds CODITECT capabilities in their product
- White-label option available
- Per-seat or usage-based pricing
- ISV owns customer relationship
- CODITECT provides platform SLA

Model 2: INTEGRATED
───────────────────
ISV product connects to CODITECT platform
- Customer has both products
- Seamless data exchange
- Joint go-to-market
- Shared customer relationship

Model 3: MARKETPLACE
────────────────────
ISV builds on CODITECT platform
- Listed in CODITECT marketplace
- Revenue share model
- CODITECT handles billing
- Marketing amplification

Technical Integration Requirements

# ISV Integration Certification Requirements

CERTIFICATION_LEVELS = {
    'bronze': {
        'api_integration': True,
        'error_handling': True,
        'documentation': 'basic',
        'support_sla': '48h'
    },
    'silver': {
        'api_integration': True,
        'error_handling': True,
        'webhook_support': True,
        'documentation': 'detailed',
        'support_sla': '24h',
        'security_review': True
    },
    'gold': {
        'api_integration': True,
        'error_handling': True,
        'webhook_support': True,
        'sso_integration': True,
        'documentation': 'comprehensive',
        'support_sla': '4h',
        'security_review': True,
        'performance_tested': True
    }
}

Revenue Share Models

Model	ISV Share	CODITECT Share	Best For
Referral	15% first year	85%	Lead generation
Resale	20-30%	70-80%	Full sales cycle
Embedded (OEM)	60-70%	30-40%	Bundled products
Marketplace	70-80%	20-30%	Add-on solutions

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Partner Portal Capabilities

Self-Service Features

PARTNER PORTAL STRUCTURE:

Dashboard
├── Pipeline & revenue tracking
├── Certification status
├── News & announcements
└── Performance metrics

Deal Management
├── Deal registration
├── Quote generation
├── Order submission
└── Commission tracking

Enablement
├── Training catalog
├── Certification exams
├── Technical documentation
└── Demo environments

Marketing
├── Campaign-in-a-box
├── Co-brandable assets
├── MDF requests
└── Event calendar

Support
├── Partner support tickets
├── Technical escalation
├── Product roadmap
└── Beta programs

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Go-to-Market Collaboration

Joint Marketing Activities

Activity	CODITECT Contribution	Partner Contribution
Case studies	Writing, design	Customer access, quotes
Webinars	Platform, promotion	Content, presenter
Events	Booth space, collateral	Staffing, leads
Digital campaigns	Budget (MDF), assets	Execution, follow-up

Marketing Development Funds (MDF)

MDF ALLOCATION:

Platinum Partners: Up to $100K/year
Gold Partners: Up to $50K/year  
Silver Partners: Up to $15K/year

ELIGIBLE ACTIVITIES:
- Demand generation campaigns
- Customer events
- Training programs
- Content development
- Trade show participation

REQUIREMENTS:
- 50% co-investment
- Pre-approval required
- ROI reporting within 30 days
- CODITECT brand guidelines

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Partner Success Metrics

Quarterly Review Scorecard

Metric	Weight	Measurement
Revenue attainment	25%	vs. committed forecast
Customer satisfaction	20%	CSAT from joint customers
Certifications	15%	Certified headcount
Deal registration	15%	Registration → close rate
Marketing activities	10%	Completed activities
Support escalations	15%	Escalation rate

Partner Health Indicators

GREEN (Healthy):
- Hitting revenue targets
- High CSAT scores
- Active pipeline
- Certification current

YELLOW (At Risk):
- 75-100% of target
- Some support issues
- Pipeline declining
- Certification gaps

RED (Intervention):
- <75% of target
- Customer complaints
- No active pipeline
- Significant gaps

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Document maintained by CODITECT Partner Team