Aims
We would like some commitment from our partners through a “startup fee”
This commitment can act as a filter for non-desirable partners (no interest in selling Pally going forward)
We want distributor, integrator and OEM partners
Are you a distributor, integrator or OEM interesting in selling top-notch palletizing software? We are confident that a partnership with Rocketfarm will be beneficial for you. Our expertise is backed with years of experience with palletizing. This experience has been used to develop Pally, a software that we consider to be the best in the market. To build this software we have used feedback from partners and their customers to make incremental improvements on our product, to ensure that our offering provides as much value to the customers as possible. In order to continue this work of constantly improving Pally, we need partners that commits to what we do and are dedicated towards selling palletizing solutions. For us, this commitment can be proved by agreeing on our sign-up fee. The partnership will then be sealed with a cooperation agreement.
Together wit our partners, we want to offer the best solutions for the customers. What we need from you is dedication towards Pally and a genuine desire to provide the customers with the best quality project assistance. Not a partner already? Fill in the following document and contact pally@rocketfarm.no for further information.
Cornerstones of the partnership
If a reseller seems like a good fit (see requirements; e.g. they don’t just want to buy one Pally license but want to focus on palletizing also in the future; “partner scoring”-initative), we offer a partnership.
A partnership is sealed with a cooperation agreement.
Package content
The reseller commits to the following: sign-up fee of 17.200 EUR (actual cost)
By default we should give a discount on this (like cross out the number and write a lower number), but it should look like it’s a special discount to each reseller
Discount: 8.600 EUR (a discount should be the default for all, but make it look like it’s special to each potential partner)
The reseller must purchase their first Pally license (can be any duration)
Channels can discount on partner package but license price remains the same
There will be no renewal-fee for now. Once MRC is ready we can consider a special offer.
The reseller will get the following benefits:
Benefit | Value (EUR=USD) | Category | Duration | Comment |
Demo licenses - one Perpetual Demo License for robot and one for URSim license | 2425 | Product | perpetual |
|
Forwarding leads [where appropriate] | 60% license fee | Service | perpetual | Should be included in every agreement like it is today, but requirements have to be made more clear (that partners have to actively follow up on leads and report status' back to us). We also somehow need to keep the power and make it clear that we decide who of our partners receives leads. |
Account Manager | 2500 | Service | perpetual | |
Onboarding package: | 1250 | Service | yearly |
|
Commercial Onboarding | - | Service | yearly |
|
Technical Onboarding | - | Service | yearly |
|
Access to Pally Knowledge Base | 500 | Service | perpetual | |
Project Consultation for 3 projects (pre & post sales)** | 990 | Service | valid for 1 year/ then pay as you go | TBD week 39 **[x] min/hrs consulting |
Distribution discount | 20% | Service | perpetual |
|
Access to Rocketfarm Support Portal | 4500 | Service | perpetual |
|
Marketing Kit | 100 | Service | perpetual | |
Access to MyRobot.cloud*** | For free for now | Product | ***[add short description about MRC; also what is included like simulations, pdf downloads, json downloads,++ ?] |
(see sheet for details in comments https://docs.google.com/spreadsheets/d/1EVZzJkav-le6NO6mxN_48gLl2Vz6T5KKBwlTUnGo2go/edit#gid=2092782689 )
The reseller must also purchase:
Benefit | Value | Category | Duration | Comment |
One Pally License plus Subscription (Service Package*) | Variable | Product | perpetual | *the length of the service package can be adjusted according to model of the respective reseller |
Sweeteners for Channels:
Benefit | Value | Category | Duration | Comment |
One free Installation Package | 2150 | Service | valid for 1 year (has to be used in the first year, if not it expires)/ then pay as you go |
|
Trade Show Kit (could include trade show repally plus engineering time) | 790 | Product | valid for 1 year/ then pay as you go |
|
Marketing Support, e.g. help with case stories, webinars | Service | as we go - Channels/CS to define |
| |
1x free POP translation | 100 | Service | tbd with CS; one-time service/pay as you go for other languages | |
Face to Face contact, host/visit/trade show support | 1500 | Service | tbd by Channels together with AM/CS |
|
(see sheet for details in comments https://docs.google.com/spreadsheets/d/1EVZzJkav-le6NO6mxN_48gLl2Vz6T5KKBwlTUnGo2go/edit#gid=2092782689 )
Timeline
Action Points:
- Draft new cooperation agreement based on the new benefits and requirements
- Create one-pager of this
- Include in new sales story
Workshop 26.10.
Egil, Martin, Mike, Marlene
Decision - remove the need to purchase a first license when signing as a new partner.
If a new partner doesn’t want to pay the partner package price, Channels can request other commitment from them, e.g. in the form of buying (a) license(s).
Test it this way, if they’re not willing to commit to the partner package, then we can fall back on the commitment for buying 3 licenses (or x amount).