01 / 06
Advisory & Consulting
Executive strategy, transformation and operating-model advice. Surfaces the business priority before a technology-led sale. Portfolio posture: build now.
PLANSOM ENTERPRISE PARTNER PROGRAM
One customer
journey — amplified by the right ecosystem
Start with one customer priority, one obstacle and one primary measure.
The ecosystem adds customer access, commercial reach, implementation capacity, ongoing operations, technology leverage and scale within clearly agreed roles.
01
Ecosystem economics
New-ARR rates of 10%, 15% and 20% by tier, plus 8%, 10% and 12% on renewals.
02
One customer journey
Roles follow the sales and delivery motion. Plansom owns the product; the customer owns the business decisions.
03
Earned standing
Standing is earned through product use, reviewed competence, qualified pipeline, delivery readiness and adoption.
-
$25K
AI Impact Sprint
-
$5K
Two-week
Focus phase -
$20K
Up-to-five-week
Impact phase -
3×
Qualified pipeline
coverage
Six commercial partner archetypes
Archetype describes the partner's business model — commercial motion, capability tier and delivery readiness remain separate dimensions. Microsoft is managed separately as a Strategic Ecosystem Partner.
02 / 06
Systems Integrators & Digital Engineering
Enterprise technology design, integration and implementation — including AI-native and Microsoft-aligned specialists. Portfolio posture: build now.
03 / 06
Managed Services & Outsourcing
Recurring operation of technology environments or business processes, supporting adoption and expansion. Portfolio posture: develop over time.
04 / 06
Solution Providers / VARs
Customer relationships, multi-vendor procurement, resale and attached services. Resell is a motion, not the archetype. Portfolio posture: build selectively.
05 / 06
Technology, Data & AI Partners
Proprietary software, models, data or IP that extends the customer solution — deliberately broader than ISV. Portfolio posture: build selectively.
06 / 06
Channel Platforms & Distributors
Commerce, billing, provisioning and downstream partner reach at scale. Portfolio posture: develop later, after repeatable demand.
Choose the right motion
-
01
Referral
Introduce a qualified customer. Plansom contracts and owns the deal; you earn 10% of eligible first-year ARR.
-
02
Co-sell
Plansom and
the partner progress the customer together, under tier economics and agreed roles. -
03
Resell
The partner hold
the contract and customer relationship; Plansom owns
the product and escalation. -
04
Marketplace / Private Offer
Direct or reseller roles apply, with offer eligibility confirmed per customer.
-
05
Additional motions
Services Attach, Managed Service
and OEM / Embedded, where explicitly agreed.
Current execution roadmap
Planning horizon: Q4 2026 to Q4 2027. Progress is reviewed against recorded evidence.
Apply to the program-
Q4 2026
Operationalise the Sprint offer, payout rules, delivery roles, enablement kit, and initial activation plans.
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Q1 2027
Scale activation and enablement where customer demand, partner productivity and support capacity justify it.
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Q2 2027
Expand independent delivery only where practitioner evidence, output quality, and support capacity justify it.
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Q3 2027
Review tier progression, conversion, retention and contribution.
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Q4 2027
Assess the 35% partner contribution objective, programme economics, and cohort productivity.
