|
Definition:
A reseller is an individual or an organization that has the expertise in areas like marketing (lead generation), opportunity assessment (lead qualification and requirements gathering) and pre-sales (ability to design/match the business model required by the customer). A reseller may not sell other competitive solutions. This will be captured in the TWB reseller agreement.
Expectation:
The reseller will position documentation & training services as originating from TWB, will work as a partner and will be positioned by TWB to its customers as the ‘local’ representative of TWB. Retail price of the solution will be TWBs prerogative.
Responsibilities:
- Managing the sales cycle from generating leads to closing of sales
- Managing delivery expectations of the customer, by working with the TWB program manager
- When a reseller is engaged, the account will have no other TWB sales representative
- Being the face of TWB to the customer, it is expected that the reseller maintain the same professional approach
- Retail prices of the solutions would be TWB’s prerogative
The Reseller:
- Shall maintain all the information/copies of all the transactions respect to the end customer
- Shall not reproduce/or otherwise make derivatives of the delivery to the customer in any form or manner
- Shall not disclose TWB’s term offers including on services, warranties, price etc to the end customer
- Can use during any promotional activities of TWB solutions, the logos/names/trademarks
- Cannot sub-assign or otherwise transfer rights to the trademarks, logos of TWB. All rights remain with TWB
- During any promotional activities of TWB solutions, the logos/names/trademarks can be used however, all rights to the Trademarks, logos of TWB remain with TWB and can’t be sub-assigned or otherwise transferred by the Reseller.
TWB shall in all circumstances:
- Have the sole ownership and proprietary rights to all the solutions the reseller is responsible for
- Be responsible for all pricing decisions, revisions, updates
- During any promotional activities of TWB solutions, the logos/names/trademarks can be used however, all rights to the Trademarks, logos of TWB remain with TWB and can’t be sub-assigned or otherwise transferred by the Reseller.
Reward:
12%-20% of the invoiced value of each invoice raised during the engagement with TWB.
(For Illustrative purposes only)
Profile:
RD is a software solutions provider in Madison, US. It provides IT consulting, product development and outsourcing services to companies throughout the Midwest. It also acts as a reseller and distributor for other third-party solutions in software products and services in its geographical reach.
Situation:
TWB would like to expand its market in regions like West US where, as of now, it is not possible to open offices or deploy sales representatives. However, there is a market for TWB solutions in that region.
Solution:
To foray into such regions, TWB partnered with resellers like RD who have a strong distribution network in the Midwest. RD sells its own products. However, solutions are not in competition with RD’s offerings, thus using their sales network, RD can partner with TWB and market TWB solutions as well.
Key Benefits:
- For each invoice RD gets 12-20% of the invoiced value.
- TWB can foray into new markets easily.
- Brand TWB remains intact.
- In due course, RD’s brand might get recognition in areas where TWB is operating.
|
|
