diff --git a/nuxt/content/handbook/sales/index.md b/nuxt/content/handbook/sales/index.md index ba26137918..c188da04b3 100644 --- a/nuxt/content/handbook/sales/index.md +++ b/nuxt/content/handbook/sales/index.md @@ -27,7 +27,7 @@ lifecycle: renewals, and expansion; measured by customer outcomes, not just retention. - **[Professional Services](./professional-services.md)** — Deliver scoped, high-impact engagements that accelerate implementation and time-to-value. -- **[Sales Partnerships](./partnerships.md)** — Extend FlowFuse's reach through +- **[Sales Partnerships](./partnerships/)** — Extend FlowFuse's reach through resellers, referrers, and system integrators. Together these teams form a single commercial engine aligned around one goal: @@ -58,7 +58,7 @@ Each function is accountable for a specific phase of the customer journey: | **[Sales](./sales-team.md)** | New business, opportunity qualification, demos, proposals, closing new and expansion ARR | | **[Solution Engineering](./solution-engineering.md)** | Technical discovery, demos, proofs of value, onboarding, architecture and expansion advisory | | **[Customer Success](./customer-success.md)** | Onboarding, adoption, renewals, advocacy, and driving account health and growth | -| **[Sales Partnerships](./partnerships.md)** | Reseller, referrer, and system-integrator motions; partner enablement | +| **[Sales Partnerships](./partnerships/)** | Reseller, referrer, and system-integrator motions; partner enablement | | **[Professional Services](./professional-services.md)** | Scoped implementation, integration, and enablement services | ## Regional coverage diff --git a/nuxt/content/handbook/sales/partnerships.md b/nuxt/content/handbook/sales/partnerships.md deleted file mode 100644 index e360fe79b7..0000000000 --- a/nuxt/content/handbook/sales/partnerships.md +++ /dev/null @@ -1,39 +0,0 @@ ---- -title: "Partnerships" -navigation: - order: 5 ---- - -# Partnerships - -The Sales Partnerships function extends FlowFuse's reach through resellers, -referrers, and system integrators. Partner-led and co-sell motions grow pipeline -and revenue beyond the direct team, and the function owns partner enablement and -the commercial terms that govern those relationships. - -FlowFuse engages with both hardware parters and referral partners. Here are [our standard terms](https://docs.google.com/document/d/1BVls7LEC1CBQ6wlrb8GeWSYr2vj9fMqgdsWiWLoQZOY/edit#heading=h.gjdgxs). - -## Reseller Agreement - -For reseller partnerships, please refer to our [Reseller Agreement](https://docs.google.com/document/d/1uaRahdTSWYxMvejAXlg0FT-WYXXpcEEKKMPGDtrhf4g). Upon signing, partners will also receive access to our [Deal Registration Form](https://docs.google.com/document/d/16_ebDfXdC9tenUOhOA5-sTDnJBN2aqTZ4vmqmfJ7v9I) for opportunity tracking. - -## Partnership Requirements - -FlowFuse also continues to build its partner channel by working with strategic System Integrators. - -When there's interest in becoming a partner FlowFuse requires a project to collaborate on jointly. -Implementation projects structure the partnership and learning on both sides. - -Please [contact us](/partners/) to discuss and complete an agreement. - -## Referral Partner Fees Process - -Referral partner fees are paid quarterly for closed won deals attributed to a referral partner, in line with the -applicable partnership agreement. Referral partners work with FlowFuse to help identify and close deals, and are -compensated for successful referrals. - -In the first week after the quarter has passed, calculate the commission payments: -1. Pull closed won deals from HubSpot -2. Calculate the fees and apply the rates in the partnership agreement (stored on Google Drive) to the applicable deal value -3. Confirm the numbers in writing and request for an invoice -4. Send invoice to billing to process the total fees due diff --git a/nuxt/content/handbook/sales/partnerships/.navigation.yml b/nuxt/content/handbook/sales/partnerships/.navigation.yml new file mode 100644 index 0000000000..67e4129d87 --- /dev/null +++ b/nuxt/content/handbook/sales/partnerships/.navigation.yml @@ -0,0 +1,4 @@ +title: "Partnerships" +navigation: + order: 5 + icon: i-lucide-handshake diff --git a/nuxt/content/handbook/sales/partnerships/channel-partners.md b/nuxt/content/handbook/sales/partnerships/channel-partners.md new file mode 100644 index 0000000000..a5d65eae8d --- /dev/null +++ b/nuxt/content/handbook/sales/partnerships/channel-partners.md @@ -0,0 +1,35 @@ +--- +title: "Channel Partners" +navigation: + order: 2 +--- + +# Channel Partners + +Channel partners — **resellers, referrers, and system integrators** — extend +FlowFuse's reach **commercially**. There's no device to certify, so this is a lighter +motion than the [hardware partnership](/handbook/sales/partnerships/hardware-partners/): +it's governed by agreements and fees rather than a staged technical process. Here are +[our standard terms](https://docs.google.com/document/d/1BVls7LEC1CBQ6wlrb8GeWSYr2vj9fMqgdsWiWLoQZOY/edit){rel="nofollow"}. + +## Reseller partnerships + +For reseller partnerships, please refer to our [Reseller Agreement](https://docs.google.com/document/d/1uaRahdTSWYxMvejAXlg0FT-WYXXpcEEKKMPGDtrhf4g){rel="nofollow"}. Upon signing, partners will also receive access to our [Deal Registration Form](https://docs.google.com/document/d/16_ebDfXdC9tenUOhOA5-sTDnJBN2aqTZ4vmqmfJ7v9I){rel="nofollow"} for opportunity tracking. + +## System integrators + +FlowFuse also continues to build its partner channel by working with strategic System Integrators. + +When there's interest in becoming a partner FlowFuse requires a project to collaborate on jointly. Implementation projects structure the partnership and learning on both sides. + +Please [contact us](/partners/) to discuss and complete an agreement. + +## Referral partner fees + +Referral partner fees are paid quarterly for closed won deals attributed to a referral partner, in line with the applicable partnership agreement. Referral partners work with FlowFuse to help identify and close deals, and are compensated for successful referrals. + +In the first week after the quarter has passed, calculate the commission payments: +1. Pull closed won deals from HubSpot +2. Calculate the fees and apply the rates in the partnership agreement (stored on Google Drive) to the applicable deal value +3. Confirm the numbers in writing and request for an invoice +4. Send invoice to billing to process the total fees due diff --git a/nuxt/content/handbook/sales/partnerships/hardware-partners.md b/nuxt/content/handbook/sales/partnerships/hardware-partners.md new file mode 100644 index 0000000000..197d1a8972 --- /dev/null +++ b/nuxt/content/handbook/sales/partnerships/hardware-partners.md @@ -0,0 +1,80 @@ +--- +title: "Hardware Partners" +navigation: + order: 1 +--- + +# Hardware Partners + +Hardware partners are device / edge-hardware makers whose product ships running, and +**certified** for, FlowFuse — bringing a device to market with FlowFuse fleet +management built in. This is a **technical, gated** partnership: prove the device +works, then take it to market. It is run from the +[Partner Workbook](/handbook/sales/partnerships/partner-workbook/). + +## The partnership process + +It runs through five **stages**, each with **entrance and exit criteria** (see the +[Partner Stages](https://docs.google.com/spreadsheets/d/1X3Z9kX4_42Gx5WMzHVnhij61xJGXyOCopnUNFsmqf8s/edit){rel="nofollow"}). +Every stage produces or executes a portion of the +[Partner Workbook](/handbook/sales/partnerships/partner-workbook/). + +The single most important rule: **prove the technical first.** Whether FlowFuse runs +on the partner's hardware is the roadblock — until it's confirmed you have a *gate*, +not a schedule. Only once feasibility is certified does the partnership move into +**execution** (stages 3–5). + +### 1 · Qualify & Fit + +Decide whether there's a real partnership here, and set it up to succeed. The goal is +to agree the **"better together" thesis** and the value exchange — what each side +gives and gets — and to put accountability in place: a single owner + exec sponsor +and an **economic buyer** on *both* sides, plus a **forcing function** (a named end +customer that pulls the partnership forward). A partnership without a buyer, a +sponsor, and a customer to aim at will drift. +*Produces: the workbook's **Overview** and **Fit & Use Case** tabs.* + +### 2 · Feasibility & Certification — the gate + +The roadblock stage: prove FlowFuse actually runs on the partner's hardware *before* +anyone invests in offer, pricing, or GTM. This is where partnerships most often die, +so it is a hard gate. The goal is a FlowFuse-[certified](https://docs.google.com/document/d/1-8YLKoBYBCJeIBYxQT5GyohSnVN9Xx7HrL49vex5byA/edit){rel="nofollow"} +device — the agent installs and runs, survives an uplink drop, the data path works, +known blockers are resolved, and the reference architecture and integrator roles are +documented. Clearing it is **"technical confirmed"** — the trigger that lets +execution begin. +*Produces: the workbook's **Certification** tab.* + +### 3 · Joint Offer & Commercial + +Turn the proven integration into something you can sell together. The goal is a +**repeatable joint offer** (an MVP kit / Quick-Start flows + a demo that doubles as a +sales asset) **and** a **commercial model agreed once** — pricing, licensing, revenue +split, procurement, and support. Deciding these once, together, is what stops pricing +and packaging from looping. +*Produces: the workbook's **Overview → Joint Offer + Commercial Model**.* + +### 4 · Legal + +Paper the partnership: execute the **NDA** and the **partnership agreement**, and +clear any outstanding commercial or legal blockers so nothing stalls the launch. +*Produces: the commercial / legal status on the workbook.* + +### 5 · GTM Launch + +Take it to market. The goal is to ship the launch — **narrative, enablement, and +co-marketing** — and land a **first reference customer** that proves the motion works +and seeds the next deals. +*Produces: the workbook's **Plan → post-launch** section.* + +## What good and bad look like + +- **Good** — a strong champion, a genuine "better together" fit, fast technical validation, and a concrete shared demo that doubles as a sales asset. The risk is *sprawl*: run it to the gates so pricing, certification, and GTM don't loop. +- **Bad** — a technical blocker owns the relationship; a single engineer contact with no economic buyer or exec sponsor; no commercial track; no customer forcing function; and every call ends "reconnect next week." That's how a promising partnership quietly stalls. + +## Certification + +Hardware partners get their device **FlowFuse-certified**. The +[Certified Device Requirements](https://docs.google.com/document/d/1-8YLKoBYBCJeIBYxQT5GyohSnVN9Xx7HrL49vex5byA/edit){rel="nofollow"} +define what a device must meet; certification is the exit of the Feasibility gate +(stage 2). diff --git a/nuxt/content/handbook/sales/partnerships/index.md b/nuxt/content/handbook/sales/partnerships/index.md new file mode 100644 index 0000000000..f7ac11b147 --- /dev/null +++ b/nuxt/content/handbook/sales/partnerships/index.md @@ -0,0 +1,23 @@ +--- +title: "Partnerships" +--- + +# Partnerships + +FlowFuse partners in two distinct ways, and they don't work the same: + +- **[Hardware partners](/handbook/sales/partnerships/hardware-partners/)** — device / edge-hardware makers whose product ships running, and *certified* for, FlowFuse. A **technical, gated** engagement run from the [Partner Workbook](/handbook/sales/partnerships/partner-workbook/): prove the device, then take it to market. +- **[Channel partners](/handbook/sales/partnerships/channel-partners/)** — **resellers, referrers, and system integrators** who extend FlowFuse's reach. A lighter, **commercial** arrangement governed by agreements and fees, with no device to certify. + +Partner-led and co-sell motions grow pipeline and revenue beyond the direct team, and +the function owns partner enablement and the commercial terms that govern these +relationships. + +## Partner types + +| Type | Who they are | Motion | +|------|--------------|--------| +| **[Hardware partner](/handbook/sales/partnerships/hardware-partners/)** | Device / edge-hardware makers whose product ships FlowFuse-certified | Technical & gated — the staged process + [Partner Workbook](/handbook/sales/partnerships/partner-workbook/) | +| **[Reseller](/handbook/sales/partnerships/channel-partners/#reseller-partnerships)** | Resells FlowFuse to their own customers | Reseller Agreement + Deal Registration | +| **[Referral partner](/handbook/sales/partnerships/channel-partners/#referral-partner-fees)** | Refers opportunities to FlowFuse | Paid referral fees | +| **[System integrator](/handbook/sales/partnerships/channel-partners/#system-integrators)** | Implements & delivers FlowFuse for customers | A joint project + agreement | diff --git a/nuxt/content/handbook/sales/partnerships/partner-workbook.md b/nuxt/content/handbook/sales/partnerships/partner-workbook.md new file mode 100644 index 0000000000..a90320a0de --- /dev/null +++ b/nuxt/content/handbook/sales/partnerships/partner-workbook.md @@ -0,0 +1,40 @@ +--- +title: "Partner Workbook" +navigation: + order: 3 +--- + +## Partner Workbook + +The **Partner Workbook** is the single document that runs a +[hardware partnership](/handbook/sales/partnerships/hardware-partners/) — copy the +[FlowFuse Partner Workbook template](https://docs.google.com/spreadsheets/d/1c2UXyzkADJCwOjG9Rrz8B01watDYBkg7eKa2BYhxcdI/edit){rel="nofollow"} +per partner. It is a first-class asset of the engagement, alongside the +[Partner Stages](https://docs.google.com/spreadsheets/d/1X3Z9kX4_42Gx5WMzHVnhij61xJGXyOCopnUNFsmqf8s/edit){rel="nofollow"}. +Like the PoV workbook, it is the through-line across the whole partnership: each +[stage](/handbook/sales/partnerships/hardware-partners/#the-partnership-process) produces or executes a portion of it. +Completed workbooks live in the partner +[Drive folder](https://drive.google.com/drive/folders/1GUEMDoDmX9hrgsxFVJ-PcyrILHgSm4km){rel="nofollow"} +and are shared *with the partner*. + +## How the stages feed the workbook + +| Stage | Portion of the workbook | +|-------|-------------------------| +| **Qualify & Fit** | **Overview** (partner, team, economic buyer) + **Fit & Use Case** (thesis, value exchange, forcing function, success criteria) | +| **Feasibility & Certification** *(the gate)* | **Certification** — device + reference architecture, the access-provisioned gate, integrator roles, cert checklist, blockers | +| **Joint Offer & Commercial** | **Overview → Joint Offer + Commercial Model** | +| **Legal** | Overview commercial / legal status | +| **GTM Launch** | **Plan → post-launch** | +| *Throughout* | **Plan** (gates + schedule), **Timeline** (execution Gantt), **Questions** | + +## The tabs + +| Tab | What it's for | Why it matters | +|-----|---------------|----------------| +| **Overview** | The partner, the team (Partner Lead · Solutions Engineer · Marketing · Technical Contact, mirrored FlowFuse ↔ partner), the joint offer + commercial model, and key links. | One place for who's involved and what the deal looks like. | +| **Fit & Use Case** | The "better together" thesis, the value exchange, the **forcing function**, and partnership success criteria. | Anchors the partnership to real value and a named customer — not just a cool integration. | +| **Certification** | The device + reference architecture, the **access-provisioned gate**, integrator roles, the cert checklist, and known blockers. | The technical gate — the roadblock that sinks partnerships when it's skipped. | +| **Plan** | Pre-partnership gates, the stage schedule, and post-launch. | Turns "let's try it" into gated, owned, dated work. | +| **Timeline** | An execution Gantt that begins at **technical confirmed**. | You can't schedule a partnership until the technical is proven. | +| **Questions** | Async Q&A — technical / commercial / legal. | Keeps blockers visible instead of buried in email threads. |