Skill: 1kalin/afrexai-channel-partner (version 1.0.0)

# Channel Partner Program Framework Build, manage, and scale a channel partner program that generates indirect revenue without adding headcount. ## What This Does Gives your AI agent everything it needs to design a partner program from scratch or audit an existing one. Covers partner tiers, deal registration, enablement, compensation, and performance management. ## When to Use - Launching a channel/reseller/referral program - Evaluating partner performance and ROI - Designing partner compensation and tier structures - Building partner enablement and co-marketing plans - Auditing an existing program for leaks ## Partner Program Architecture ### Tier Structure | Tier | Annual Revenue | Margin | MDF | Support | Certification | |------|---------------|--------|-----|---------|---------------| | Registered | $0-$50K | 15% | None | Portal only | None required | | Silver | $50K-$200K | 20% | 2% of revenue | Dedicated CSM | 1 certified rep | | Gold | $200K-$500K | 25% | 4% of revenue | Priority queue | 2 certified reps | | Platinum | $500K+ | 30% | 6% of revenue | Named exec sponsor | 3+ certified reps | ### Partner Scoring Model (0-100) Score each partner quarterly across 5 dimensions: 1. **Revenue Performance** (30 pts) — Quota attainment. 100% = 30 pts, pro-rated below 2. **Pipeline Generation** (20 pts) — New qualified opps created. 5+ = full marks 3. **Certification Compliance** (15 pts) — % of required certs current 4. **Customer Satisfaction** (20 pts) — CSAT/NPS from partner-sourced deals 5. **Engagement** (15 pts) — Portal logins, training completions, event attendance **Thresholds:** <40 = probation, 40-59 = maintain, 60-79 = grow, 80+ = invest heavily ### Deal Registration Rules - **Registration window:** 90 days from submission (extendable 30 days with justification) - **Approval SLA:** 48 hours or auto-approved - **Conflict resolution:** First to register wins. If direct rep has existing relationship, split 60/40 (direct/partner) - **Protected margin:** Registered deals get full tier margin. Unregistered = 10% flat - **No double-dipping:** Partner can't register deals from inbound leads already in your CRM ### Compensation Models **Model 1: Reseller (Partner Owns the Customer)** - Partner buys at discount, sets own price - Margin: 20-35% depending on tier - Partner handles billing, L1 support - Best for: Geographic expansion, SMB segment **Model 2: Referral (You Own the Customer)** - Partner refers, you close and manage - Commission: 10-20% of first-year revenue - Optional: 5% recurring for renewal influence - Best for: Strategic intros, advisory firms, tech partners **Model 3: Co-Sell (Shared Ownership)** - Joint selling motion, shared pipeline - Split: Negotiate per deal (typically 70/30 or 60/40) - Requires joint account planning - Best for: Enterprise deals, complementary products **Model 4: OEM/White-Label** - Partner embeds your product in theirs - Pricing: 40-60% discount off list - Volume commitments required - Best for: Platform plays, ISV partnerships ### Enablement Program **Week 1-2: Foundation** - Product deep dive (2 hours) - ICP and positioning workshop (1 hour) - Demo certification (pass/fail) - Portal access and deal registration training **Week 3-4: Sales Readiness** - Objection handling playbook - Competitive positioning - Pricing and packaging walkthrough - First joint call (shadow) **Month 2-3: Independence** - Solo demo certification - First registered deal - Co-marketing campaign launch - QBR cadence established ### Co-Marketing Playbook | Activity | Cost Share | Expected Leads | Partner Effort | |----------|-----------|----------------|----------------| | Joint webinar | 50/50 | 50-200 | Moderate | | Co-branded content | You create, they distribute | 20-50/piece | Low | | Event sponsorship | MDF-funded | 30-100 | High | | Case study | You produce | Evergreen | Low | | Partner directory listing | Free | 5-15/month | None | ### Partner QBR Template Run quarterly with every Silver+ partner: 1. **Scorecard Review** — Current score vs. last quarter 2. **Pipeline Walk** — Every open opp, next steps, blockers 3. **Win/Loss Analysis** — What closed, what didn't, why 4. **Enablement Gaps** — Where reps are struggling 5. **Co-Marketing Plan** — Next quarter's joint activities 6. **Growth Plan** — Path to next tier, timeline, requirements 7. **Escalations** — Anything blocking progress ### Program Economics **Unit Economics Per Partner:** - Recruitment cost: $2,000-$5,000 - Enablement cost: $3,000-$8,000 (first year) - Ongoing management: $500-$1,500/quarter - Break-even: Typically 2-3 deals (6-9 months) **Portfolio Targets:** - 10 Registered partners per 1 Gold partner (natural pyramid) - Top 20% of partners generate 80% of partner revenue - Target: 30% of total revenue from channel by Year 3 **Red Flags:** - Partner hasn't registered a deal in 90 days → outreach - Certification lapsed → restrict deal registration - CSAT below 3.5/5 on partner deals → enablement intervention - Partner competing directly on >20% of deals → relationship review ### Channel Conflict Resolution | Scenario | Resolution | Timeline | |----------|-----------|----------| | Partner vs. direct rep on same account | First touch + deal reg wins | 48 hrs | | Two partners on same account | First to register, notify second | 24 hrs | | Partner poaching another's customer | Warning → probation → termination | Immediate | | Direct team targeting partner accounts | Block in CRM, escalate to channel chief | Same day | ### Program Launch Checklist - [ ] Define ICP for ideal partner profile - [ ] Build tier structure and margin table - [ ] Create partner agreement (legal review) - [ ] Set up partner portal (deal reg, content, training) - [ ] Develop enablement curriculum (4-week ramp) - [ ] Configure CRM for partner attribution - [ ] Hire/assign channel manager (1 per 20-30 active partners) - [ ] Create co-marketing budget and MDF policy - [ ] Build partner scorecard and QBR template - [ ] Set recruitment targets (10-20 partners in first 6 months) - [ ] Announce program publicly --- ## Go Deeper This framework gets you from zero to structured partner program. For industry-specific channel strategies: - **SaaS partnerships**: Technology integrations, marketplace listings, API partnerships - **Professional Services**: Referral networks, subcontracting, white-label delivery - **Manufacturing**: Distributor networks, VAR programs, regional exclusivity Get the full industry context at [AfrexAI Context Packs](https://afrexai-cto.github.io/context-packs/) ($47/pack) — 10 industries covered with ready-to-deploy agent configurations. **Free tools:** - [AI Revenue Leak Calculator](https://afrexai-cto.github.io/ai-revenue-calculator/) — Find where you're losing money - [Agent Setup Wizard](https://afrexai-cto.github.io/agent-setup/) — Configure your AI agent in minutes **Bundles:** - Pick 3 Packs — $97 - All 10 Packs — $197 - Everything Bundle — $247


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