Who We Sell To - Channel Part. I

Question 1

What is a partner Margin?

Answer 1

….purchase our product at a discounted rate (referred to as their partner margin)

Question 2

What is a reseller?

Answer 2

…an organization that will purchase our product at a discounted rate… and then resell the licenses to their customers.

Question 3

What does it mean to buy “per client”

Answer 3

….each order is separate per end customer.

Question 4

What is the responsibility of a Channel Rep regarding the CSM relationship with a reseller and the reseller’s customers?

Answer 4

…we want to make it clear of front what a huge value-add it is for them to utilize our CSM’s for free. CSM - Help for renewals, customer satisfaction, and getting the most of the platform.

Question 5

What is “MSP” abbreviated for, and what do they do?

Answer 5

Managed Service Provider will be managing the platform for all their clients.

Question 6

What is the most common, though not the only way an MSP buys our platform subscription?

Answer 6

Bulk - by purchasing a bulk amount of seats.

Question 7

How do we deal with consultants who want to refer our platform for a fee?

Answer 7

We…want to vet out these types of partners throughly.

If we think the consultant is a viable partner then the consultant will recommend and pitch our platform to their customers….the consultant will then give a warm hand off of their clients to the Channel rep.

The rep will give a demo and when the deal close the consultant will received a 10% “finders fee” After the customer pays for the order.

Question 8

What are “distributors” and when would we work with them?

Answer 8

…organizations that sell directly to resellers. We work with distributors when they bring clients to us.