Our Enterprise Partners (or Value Added Resellers) will sell Our products to their client base. They will purchase goods and services from Us and sell them on to their customers at a margin of 15-20%. They will also have the opportunity earn margin on systems-integration and installation.
The Enterprise Partner is normally a systems integrator or service provider who has existing contracts with the End User. The distinct aspect of this partnership is that the Enterprise Partner is Our client, we have no contractual relationship with the end user under this agreement.
In outline, the Enterprise Partner purchases good and services at a wholesale price from Us, they add a 15-20% margin to bring the cost of goods to a common level as if the End User had bought from Us directly. They can then supplement the contract by installing equipment, providing maintenance contracts and system integration. The value-added services are at the discretion of the Enterprise Partner.
Our expectations of an Enterprise Partner
1. As required, send representatives to attend product training and installation courses with Us.
2. Complete and share with Us a business plan highlighting target markets and revenue projections.
3. Provide Us with a list of value-added services they can provide.
4. To report any technical issues and product development suggestions regularly to Us.
Experience has shown us that the most successful partners are those who are able to invest in a set of demonstration equipment so they can show clients in their own country. To enable this we offer some ‘not for re-sale’ equipment at cost to our partners. We also offer to refund the cost of the demo equipment on the first major sale made. This model works and ensures that Partners are committed to the collaboration.