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Partner Program

OutSystems

Partner Program

This document contains all of the Benefits and Requirements of the OutSystems 2020 Partner Program. In order to join the Partner Program, a prospective partner company must agree to the terms of the OutSystems Channel Partner Agreement (“Partner Agreement”) which is executed by signing an OutSystems Order Form for the territory covered.  

The program described below is active from July 1st 2020 to December 31st, 2020. OutSystems does not intend to make any changes to the 2020 Partner Program during the program duration. If any changes are made, Partners will be notified at last 30 days prior to such changes.

Program Overview

The Partner Program empowers partners to Deliver, Build and Run solutions using the OutSystems platform to existing and prospective OutSystems customers by:

  • Delivering services that drive customer success 
  • Providing sales and pre-sales expertise to reach more customers
  • Accelerating project success through packaged best practices & Business Solutions
  • Scaling OutSystems sales, pre-sales, and delivery teams
  • Adding the vertical expertize to OutSystems Platform horizontal value
  • Providing fully-managed products (ISV) and/or services as a Managed Services Provider (MSP)

The 2020 Partner Program includes two primary motions for partners to engage with OutSystems. The first is a sell-with model where OutSystems sells directly to the end customer and partners receive commissions for their value add. The second is a sell-thru model primarily used in the specified resell territories defined in this document. Sell-thru is a resell motion where partners purchase OutSystems products at a discount and resell these products to the end customer. There is also the ISV/MSP motion where Partners purchase the OutSystems platform to develop, deliver and manage products and/or services directly to their clients.

Partnership Territory

The partnership territory defined in the OutSystems Order Form means a geographically defined area in which the Partner Agreement is valid for the duration of the contract. When signing the order, the partner and OutSystems acknowledge a non-exclusive description of the country or countries where the partner can develop sales and/or delivery activity. Any changes to the territory are subject to the signature of a new agreement or addendum.

The partner must have a legal entity within the partner territory and operations in all countries that are part of the territory, meaning an office and a sales team. The partner’s delivery team may be located outside the territory, though in-territory resources are recommended. The partner’s location is the primary country within the territory with a legal entity. According to the location, the partner will be assigned to a Regional Channel Manager.

All Requirements and Benefits mentioned below are observed within the whole of the territory, meaning that the partner activity and achievements are measured and evaluated jointly for all countries included in the territory.

Subsidiaries

An affiliate, subsidiary, or acquired company cannot avail itself of the rights provided under a parent or affiliated entity’s Partner Agreement without the written consent of OutSystems. In certain cases OutSystems may permit affiliates to aggregate certain information for the purposes of measuring minimum requirements for participation in the Program. In the case of acquisitions, mergers or other business combinations, the membership of the surviving entity will determine the territory coverage and authorizations to the newly formed entity.

Authorizations

The OutSystems Partner Program has a set of authorizations that entitles the partner to different Requirements and Benefits, depending on the capabilities, goals and go-to-market strategy of the partner. The available authorizations are Sales, Delivery and Global System Integrator. 

The entry point for a new partner who signs the OutSystems Partner Agreement is a Registered partner. OutSystems expects that a Registered partner attains Sales or Delivery authorization within 12 months from the signature date of the Partner Agreement. Partners can earn authorizations on a quarterly basis, aligned with OutSystems fiscal quarters, based on the attainment of Sales and/or Delivery Partner authorization requirements. Partners will only be entitled to the benefits after they met the authorization. 

Sales authorized partners are expected to present, demo, build prototypes, and conduct workshops, proofs of concept (POCs), and technical deep dives while adding their business and vertical expertise. Sales partners are also expected to introduce OutSystems to new accounts and source new sales opportunities. 

Delivery authorized partners are expected to scope and size project proposals, create services contracts, influence potential customers and deliver customer success while adding vertical capabilities to the OutSystems platform.

The authorization of Global System Integrator is based on meeting specific requirements and is granted by invitation only. It is suited to large consulting firms with a wider geo coverage and high revenue income.

The ISV/MSP authorization is achieved when a partner has executed an ISV/MSP License agreement with OutSystems enabling the partner to engage in ISV and/or MSP GTM activities.

OutSystems will evaluate the partners’ compliance with the requirements for each held authorization at the end of each year. At this time, partners who do not meet the requirements for either Sales or Delivery Authorization will be considered Registered partners. Such partners will have 12 months to attain Sales or Delivery Authorization, or will be removed from the Program in accordance with the terms of the Partner Agreement.  

Benefits

Partners will receive the benefits listed based on their achieved authorization.

Benefits

Registered

Delivery

Sales

Access to  Demo License

Access to Internal License

 

Sales & Pre-Sales Enablement

Assigned OutSystems Solution Architect

   

Partner Profile in OutSystems.com

 

Participation in Business Solution Program

 

Access to co-brandable lead gen collateral

OutSystems Conferences & Events

Eligible to Attend, Sponsor, Exhibit for a fee

Innovation and Partner Awards

 

Eligible for co-marketing funds

   

Marketing On-boarding (1)

   

Technical On-boarding (2)

   

Public Bootcamp seat with Certification Exam (3)

1 seat

Online Certifications Vouchers

6 exams

Discount on Training and Professional Services for self-consumption

15% off country price list 

 

(1) Marketing onboarding consists of a 60 minute meeting to explain the components and navigating Partner Center and Partner Guide; how to execute important tasks including creating your partner profile; ensures you are aware and sign up for all the communication channels; review all the marketing messaging, assets, ready to use materials available to all partners. The outcome is to make the partner 'marketing ready' and able to start developing their pipeline.

(2) Technical on-boarding consists of a kick-off meeting with a Partner Success Manager, to present the partner enablement playbook and align on the onboarding tasks, including team skills evaluation, application assessment and training plan to bridge the skills gap for the first project. Also include Support case escalation to help the Partner to evaluate, escalate, and follow-up support tickets, to a maximum of 5 per year.

(3) Partner informs an OutSystems Global Training Partner of the intention to use a free seat for a specific Boot Camp and gets confirmation of available seats. Another way is for the Partner to apply to a bootcamp directly on the Learn section of the website. OutSystems Training team verifies and confirms by email to the OutSystems Training Partner that the Partner is entitled to attend. 

Requirements

Partner requirements are based on the authorization type. New partners must register one partner-sourced opportunity accepted by OutSystems and gain one sales certification within six months of signing the Partner Agreement or be subject to removal from the Program. Partners are considered Registered partners until achieving the requirements listed below for Delivery and/or Sales authorization. To retain the Delivery and/or Sales authorization each year, the partner must continue to fulfill the requirements and be compliant at the end of the calendar year. 

Requirements

Registered

Delivery

Sales

Software Sales

Partner-sourced Opportunities (1)

1

 

Joint Business Plan

 

Partner-sourced Opportunities, New ARR target in new Logos close won

   

100K EUR

Certified Professionals

Associate Sales

1 individual

 

2 individuals

Associate Pre-Sales

   

1 individual

Associate Developer (2)

 

4 individuals

 

Associate Tech Lead or 

Professional Developer or 

Expert Developer (2)

 

2 individuals

 

Customer Success

Average Customer Reviews score [0-5]

 

>= 4

 

Projects with Customer Reviews (3)

 

2 per year

 

Legal

OutSystems Partner Agreement signed

Annual Cloud Demo Environment Fee

 

Annual Fee for Subsidiaries

Only required for access to Partner Licenses

(1) Partner sourced is defined as an opportunity registered and accepted in the Partner Center portal where the prospect customer or specific opportunity registered is unknown to OutSystems at the opportunity submission date. 

(2) Partners get Delivery Authorization when achieving 50% of the certified individuals within the 1st year. In the second year and on following ones, partners need to comply with 100% of the certified individuals to maintain the Delivery Authorization. Associate Developer requirement can be attained with Professional or Expert Developer level.

(3) The Projects must be registered in Partner Center by the Partner, having at least one response collected from the contacts provided. The date to be considered is the date on which the project was submitted in Partner Center, not the go-live date. OutSystems has the permission to contact end-customers to request Customer Reviews as part of an ongoing quality assurance process.

 

GSI Authorization Requirements

To be invited to participate in the Global Systems Integrator (GSI) program, a GSI must meet the following requirements:

  • $2B+ in annual revenues 
  • >65% of revenue services-based 
  • Customers and operations in every GEO (Americas, APAC, and EMEA)
  • 50+ Developer Certifications globally with 1 Lead/Professional for every 3 Associates
  • Center of Excellence (COE) in at least on GEO, but multiple GEOs preferred
  • Comply with Sales & Delivery Partner requirements in each country

Commissions

The Partner will be paid Commissions as described below for the successful close of opportunities referred by the Partner to OutSystems or referred by OutSystems to the Partner to participate in a joint sale. The Partner must register a partner-sourced opportunity using the Partner Center portal. The Partner will receive notification within five (5) business days as to the disposition of the registration request.

Software Commissions are only applicable to software subscriptions contracted with the End-Customer that have an approved opportunity registration and partner contributions are entered in the Partner Center portal prior to the close of the opportunity. Commissions are payable in accordance with the provisions of the Partner Agreement, upon receipt of customer payments as per the invoicing schedule agreed with the End-Customer.

The Commission received is based on the Partner’s authorization level on the opportunity close date. Partners having multiple authorizations with different entitlements, the highest Commission is applied. 

 

Opportunity Type

Referral Type

Registered

Delivery

Sales

 

New Customer (1)

Partner Sourced (2)

15%

15%

30%

Joint Sale (3) - - 20%

Upgrade (4)

Partner Sourced and Joint Sale

-

15%

15%

(1) “New Customer” Commissions are applicable when an opportunity registered in the Partner Center portal becomes a new customer for OutSystems, with a 12-months subscription invoiced and payable by the End-Customer. Commissions applicable to all yearly subscriptions are available to the partner according to the invoicing schedule agreed with the End-Customer.

(2) “Partner Sourced” percentage is applied when the partner submits in the Partner Center an opportunity unknown to OutSystems at the registration date.

(3) "Joint Sale" percentage is applied when OutSystems refers the opportunity to the partner or the partner is engaged by OutSystems during the sales cycle.

(4) “Upgrade” considers a transaction uplift on the current subscription with additional software not previously subscribed before the renewal contract date.

OutSystems reserves the right to cap the Commissions to a maximum of € 100,000.00 (one hundred thousand Euros) per deal, converted to opportunity’s currency based on the contributions of the Partner to the sales cycle.

For a Commission entitlement to be considered valid, the Partner must (1) have a registered opportunity in the Partner Center portal prior to the existence of an OutSystems opportunity, and (2) partner contributions entered in the Partner Center portal prior to the close of the opportunity. OutSystems reserves the right to audit partner contributions and adjust commissions based on the following criteria:

  • Meeting Participation (List Meetings, Dates, Partner Participants, Customer Participants)
  • Presentations delivered to Prospect
  • Run Demo or Prototype (Scope, Duration, Target audience)
  • Conduct Proof of concept or Workshop
  • C-suite and/or other prospect introductions (Names and Positions)
  • Reference Calls (List Meetings, Dates, Partner Participants, Customer Participants)
  • Projects Sizing and Proposal
  • Completed RFI or RFP
  • Other Contribution

Resell

In specific countries and regions (Resell Territories), OutSystems go-to-market strategy is primarily a sell-thru resell model. Resell may be permitted in countries not listed below on an exception basis with written approval from OutSystems.  

Resell Territories

Americas

Mexico, Central America, South America, and Caribbean

EMEA

Angola, Cape Verde, Greece, Guinea-Bissau, Mozambique, São Tomé e Príncipe, Estonia, Israel, Bahrain, Jordan, Kazakhstan, Kuwait, Lebanon, Mauritius, Oman, Qatar, Saudi Arabia, South Africa, United Arab Emirates, Aruba, Estonia, Latvia, Lithuania, Ukraine, Poland, Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Croatia, Bosnia Herzegowina, Serbia, Albania, North Macedonia, Israel, Egypt and Turkey

APAC

Hong Kong, Macao, Taiwan, Japan, South Korea, East Timor, India, Malaysia, Singapore, Thailand, Indonesia, Philippines

 

Requirements for Resell

Partners in Resell Territories must meet the same authorization requirements as listed above. In addition, partners must meet the following requirements to be certified by Outsystems as an authorized reseller under the terms of the Partner Agreement:

Additional Requirements for Sales Authorized Partners

Mandatory

Pass a financial review and credit check by OutSystems

Have no delinquent past due debts to OutSystems

Demonstrate that Partner can meet the Reseller Terms and Conditions of the Partner Agreement

Resell Discounts

Instead of commissions, resell Partners receive a discount off OutSystems published list price based on the Partner’s authorization level on the opportunity close date. For partners having multiple authorizations with different entitlements, the highest discount is applied. Applicable resale discounts are described in the Reseller Discount table.

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