Skip to main content

Partner Program

OutSystems

Frequently Asked Questions

  1. Program
    1. How can I join the program?
    2. What are the main features of the partner program?
    3. What is the term of the partner program?
    4. Will the partner program change every year?
    5. What are the documents that need to be signed and agreed?
    6. Do I need to sign the master subscription agreement?
  2. Authorizations
    1. What is an authorization and which ones are available?
    2. How can I obtain an authorization?
    3. How do I keep my authorization?
    4. Where can I track my authorizations? 
    5. How long can I be a Registered partner?
    6. How can I become an ISV? Is there any Authorization I need to earn?
  3. Benefits
    1. What are the benefits I get?
    2. When can I use my benefits?
    3. What licenses am I entitled to?
    4. How can my developer enroll for a boot camp seat?
    5. How will I be listed on the partner listing website?
  4. Requirements
    1. How do I register an opportunity?
    2. How can I certify my team?
    3. I hired a Certified developer, how can he/she be listed in my certifications?
    4. What is the content available for my sales and pre-sales team?
    5. If I have closed deals outside of my Partner Agreement Territory, does it count towards my target for the Sales Authorization? 
    6. What is a Foundation Team?
    7. How can I request a customer review?
    8. How to work on a joint business plan?
  5. Commissions
    1. How am I compensated for the opportunities I was involved in?
    2. How can I have visibility of opportunities that I am involved in?
    3. How can I invoice OutSystems for entitled commissions on closed deals?
    4. Do I receive commissions on professional services or training services?
    5. How do the three primary motions available for partners to engage with OutSystems impact the way a partner is compensated?
  6. Opportunity Registration Process
    1. Does OutSystems have an SLA to Validate or Reject an opportunity registration?
    2. Is there a validity period for an open opportunity?
    3. Should I register my opportunities for projects or services on Partner Center?
    4. I want to buy OutSystems Services to co-deliver with OutSystems. Should I register this opportunity at the Partner Center?
    5. What is a Partner Sourced Opportunity?
    6. Can the same opportunity be Sourced by more than one partner?
    7. Can the same opportunity be validated to different partners?
    8. When a partner sources an opportunity and the opportunity is validated, when is the “Co-Sell” commission applied?  
    9. Can I be added to an opportunity sourced by another partner and be eligible just for the Co-Sell commission? 
    10. In an RFP type of deal, on a sell-through motion how will the Sourced and Co-Sell commissions be applied? 
  7. Partnership Territory
    1. What is the partnership territory?
    2. Can I sell outside my partnership territory?
    3. Can I deliver projects outside my partnership territory?
    4. How can I include more countries to my partnership territory?
    5. Why signing a new agreement with a subsidiary?
  8. Partnership Fee
    1. Do I need to pay a fee in the 1st year?
    2. How much is the partnership fee?
    3. When does OutSystems waive the fee?
    4. Can my firm resell OutSystems?

Program

How can I join the program?

As a representative of your company, you can go to the OutSystems website and submit your application, providing the details about your company and the reason why the partnership with OutSystems is important to you. An OutSystems Regional Channel Manager will receive your application and evaluate it based on the qualification form. In order to join the partner program, you must agree to the terms of the OutSystems channel partner agreement. Note that the pre-requirements to become an OutSystems partner are available on the requirements section of the partner program - it is expected that your company will fulfill them in the first 12 months of the partnership.

What are the main features of the partner program?

The partner program brings a unique way of qualifying partners depending on their capabilities, goals, and go-to-market strategy - we call these authorizations. Partners earn authorizations based on the completion of a set of requirements. Certain benefits are aligned with each authorization(s) a partner holds. OutSystems promotes partners who have met authorization requirements at the end of each month. At the end of the program year, on December 31st, the partner’s authorization will be renewed for the following year if all of the requirements have been met.

What is the term of the partner program?

The partner program is valid for 12 months, aligned with OutSystems fiscal year (from January 1st until December 31st). OutSystems may make small revisions to the document that will not reduce any benefit nor increase the requirements. All revisions will be tracked and shared inside the same document. You will have all visibility of those changes.

Will the partner program change every year?

OutSystems may update the partner program every year based on market conditions and go-to-market strategy. Partners will be informed in advance of upcoming changes each year.

What are the documents that need to be signed and agreed?

To become and remain an OutSystems partner, there is mandatory documentation that needs to be reviewed,  signed and accepted by the partner each year.

Document

Frequency

When

How

Annual Partnership Order Form

Annual

Contract Anniversary

eSignature / PDF

Partnership Agreement

When updated

With Order

Website

Master Subscription Agreement

When updated

With Order

Website

Partner Program

When updated

With Order

Website

Business Questionnaire

Once

Contract Anniversary 

eSignature / PDF

Business Guide

Once

Order signature

Website

Do I need to sign the master subscription agreement?

The master subscription agreement (MSA) regulates all OutSystems licenses that you are entitled to under the partnership program. As such, it is necessary to agree upon the MSA in order to receive those licenses. You must agree to the terms of the MSA each year when signing the partnership order.

Authorizations

What is an authorization and which ones are available?

Partner authorization is a way for a partner to show competencies in selling OutSystems software and delivering applications. Each authorization has a set of requirements the partner must complete and benefits the partner is entitled to receive.

The authorizations available are Sales, Delivery, and Managed Services Provider (MSP).

More information is available in the authorizations section of the partner program.

How can I obtain an authorization?

You obtain new authorizations by achieving the requirements. OutSystems evaluates if you are able to attain the requirements on a monthly basis. The requirements to become a Sales,  Delivery, or MSP authorized partner are mentioned in the requirements section of the partner program.

How do I keep my authorization?

OutSystems evaluates partner authorizations at the end of each year, on December 31st. At this time, partners who met the requirements will have their authorizations renewed for the next fiscal year. Others, who didn’t meet the requirements for any held authorization, will lose it and will be considered Registered partners. The requirements for a Sales, Delivery, or MSP authorized partner are mentioned in the requirements section of the partner program.

Where can I track my authorizations? 

They are listed in the partner program section in the partner center. There you can track your progress on requirements to attain Sales and Delivery authorizations. If you have any questions, please contact your Regional Channel Manager.

How long can I be a Registered partner?

When joining as an OutSystems partner you start as a Registered partner -  however, it is a temporary situation and you should work to achieve a Sales, Delivery, or MSP authorization within the first 12 months of the partnership.

Your Regional Channel Manager will work closely with you, making sure that you achieve an authorization. If you are not able to do so, OutSystems may terminate the partnership.

If you become a Registered Partner because you lost a Sales, Delivery, or MSP authorization, you will have one year to become authorized again. If you are not able to do so, OutSystems may terminate the partnership.

How can I become an ISV? Is there any Authorization I need to earn?

Partners that desire to build and operate a defined product on the OutSystems platform can secure an ISV License that enables this motion. As part of that license, OutSystems ISVs can choose to participate in the “Powered by OutSystems” program to be announced in early 2021. There is no ISV specific Authorization.

Benefits

What are the benefits I get?

The benefits are tied to your partner authorization and are listed on the benefits section of the partner program. In case you have multiple authorizations, you’ll be entitled to the benefits of all and OutSystems will always apply the highest deal compensation.

When can I use my benefits?

You can use the benefits of a Registered Partner from the moment you sign the partnership. Benefits assigned to each authorization are available when you earn that authorization. If the program benefits change from one year to the other, you’ll be immediately entitled to the benefits of the new program.

Note that the benefits are not prorated based on the date you sign the Partner Agreement and that these expire on the last day of the program, so make sure you use them before the end of the year.

What licenses am I entitled to?

By joining the OutSystems partner program you’ll be granted a Demo License. It is a Cloud license provided to all Partners and is to be used for demonstrating the OutSystems platform, presenting standard demos, or building customized demos per customer request. Partner staff can also use it for internal education, and to build small components, accelerators with a limited scope.

Once you achieve a Sales, Delivery, or MSP authorization and pay the annual partnership fee (typically on the first anniversary of your partner agreement), you’ll have access to an Internal License that will be provisioned on the anniversary of the contract. It is an on-prem license for non-commercial internal use and for the development of Business Solutions. It is not to be used for the access and usage of external end-users, prospects, for the development of ISV or MSP offerings, or any other 3rd party. No license upgrades or add-ons are allowed. In case you need a different configuration of internal/external users or deployment options, please contact your Regional Channel Manager. All license purposes and limits are described in the partner center.

How can my developer enroll for a boot camp seat?

To enroll your developer for a boot camp seat with a certification exam, you should inform an OutSystems training partner or the OutSystems’ Training Team (training@outsystems.com) that you’d like to use the free seat for a specific boot camp and get the confirmation.

How will I be listed on the partner listing website?

Upon signing up as a Registered Partner, your firm will be listed on the OutSystems partner locator. Your certifications, customer reviews, and authorizations will be added to your partner profile as you earn them.

Partners are sorted according to the following options: 

- Number of Customer Reviews, from highest to lowest. When two or more partners have the same number, the sorting is done by the highest Number of Technical Certifications and then by Number Of Projects.

- Number of Technical Certifications, from highest to lowest. When two or more partners have the same number, the sorting is then done by highest the Number of Customer Reviews and then by the Number of Projects.

- Number of Projects Delivered, from highest to lowest. When two or more partners have the same number, the sorting is done by the Number of Customer Reviews and then by the Number of Technical Certifications.

By default, the list of Partners is sorted by the Number of Customer Reviews.

Requirements

How do I register an opportunity?

You’ll be able to register an opportunity through the partner center by clicking the “+ Create Opportunity” button.

How can I certify my team?

For both technical, sales and pre-sales training you should use the training section on OutSystems partner center. To enroll for an online technical certification exam, you should use the certifications section on partner center and follow the “Request Certification” process.

I hired a Certified developer, how can he/she be listed in my certifications?

The Partner Manager is able to add members to the team on Partner Center. These members receive an email to confirm their membership. When they acknowledge, all existing Certifications associated with that member are included in the partner’s certification countings.

When adding a developer as a member of your team, you need to use the email address from your developer that is used in OutSystems Community profile - this is how they are linked together.

What is the content available for my sales and pre-sales team?

Knowing our sales methodology and how to position OutSystems in your accounts will make you a more valuable and successful sales partner. The new training content available for Partners in the partner center will provide your sales and pre-sales teams with a solid understanding of OutSystems sales philosophy and product messaging. In the partner center you’ll find guided paths to earn sales and pre-sales certifications. Once you register for a sales certification, you will have 30 days to access and complete the training material. For a pre-sales certification, you will have 60 days. All content is available in the Training area in the partner center.

If I have closed deals outside of my Partner Agreement Territory, does it count towards my target for the Sales Authorization? 

Your sales focus should be in your Partner Agreement Territory, but closed deals outside your territory will apply towards the Sales Authorization requirements of the partner entity from which the deals are registered. If the deal is outside your Partner Agreement Territory, they will still apply towards your Sales Authorization. 

What is a Foundation Team?

A foundation team ensures your development team has the necessary skills and competencies on the OutSystems platform in order to present and deliver a successful project. As you start your OutSystems development practice, this team will be composed by, at least, 2 Associate Developers. These are led by a Certified Tech Lead, Professional or Expert Developer.

How can I request a customer review?

To send a customer review request for a project in your partner profile, access the customer reviews area in the partner center, and select the project from the list. Fill in the form with the information requested - we require a minimum of two different contacts, preferentially, one IT and one business contact. The survey is not immediately sent to the customer, as it needs to be validated by OutSystems first.

In order to be considered for the program requirements, the projects must be registered in the partner center, having at least one response collected from the contacts provided. The date to be considered is the date on which the review survey response is received from the customer.

How to work on a joint business plan?

Reach out to your Regional Channel Manager to initiate a joint business planning session. Once the joint business plan is completed and approved by OutSystems, it will be considered to your authorizations.

Commissions

How am I compensated for the opportunities I was involved in?

Partners are compensated based on the terms and conditions of the Partner Program in effect at the time the opportunity closes, independently of when the opportunity was initiated.

How can I have visibility of opportunities that I am involved in?

The rules are the same for all partners authorizations. In terms of partner contributions, by default:

- Sourced opportunity: created by you in the partner center, you’ll be notified about it’s progress and able to view its details. When you source an opportunity, you will automatically be eligible for co-sell.

- Co-sell opportunity: when you are invited to an opportunity, it will be displayed in the partner center, you’ll be notified and able to view the opportunity's details. 

- Delivery opportunity: since you don’t have any sales involvement in this opportunity, it will not be displayed in the partner center.

How can I invoice OutSystems for entitled commissions on closed deals?

Note that this new procedure is only applicable to opportunities closed after October 2nd, 2020 (EMEA), November 6th, 2020 (AMERICAS), and November 13th, 2020 (APAC). If the closed opportunity has a Partner Commission Form, please follow the original process as outlined here.

Once your commission is validated, you are notified by email and the section "Commission" becomes available in the opportunity detail. This section includes your commission ID and amount, as well as:

 - Commissions Schedule: The date commission invoices are to be submitted to OutSystems. The dates correspond when payments are received from the customer.

 - Order Commission Details: Commission details by individual line item on the customer order.

Anytime, you can download a file with all this information by clicking on "Export to PDF".

Each commission schedule will include a status, which will one of the following:

Pending Customer Payment - OutSystems is awaiting payment from the customer and once received you will be notified via email to submit your commission invoice to OutSystems.

Pending Partner Invoice - You can submit your commission invoice to OutSystems using "Upload Invoice" and following the on-screen instructions. Please do not email the commission invoice to OutSystems.

Pending Invoice Validation - The commission invoice has been uploaded and is currently being processed by OutSystems. If there are questions or issues, an OutSystems team member will contact you.

Commission Paid - Commission has been validated and paid via bank transfer to the account provided on the invoice.

OutSystems reserves the right to review and adjust the commission amount based on the contribution information provided by the partner on the deal in the Partner Center.

Do I receive commissions on professional services or training services?

Commissions are only applied on software subscriptions contracted with the end-customer on deals that the partner is actively involved in the sales process. Other products or services are not included on the commission calculation.

How do the three primary motions available for partners to engage with OutSystems impact the way a partner is compensated?

If the opportunity is under the sell-with model where OutSystems sells directly to the end customer, partners receive commissions for their value add according to the type of partner contribution and the partner’s authorizations. After the deal is closed, OutSystems will validate the Partner Contributions provided by the Partner on Partner Center, and once they are validated, the commission form will be made available on the Partner Center.

If the opportunity is a sell-thru model, primarily used in the specified resell territories defined in the Partner Program, partners purchase OutSystems products at a discount and resell these products to the end customer. In this case, no commission will be paid or commission form provided since the partner will get their margin through the discounts OutSystems provides on the Order to the Partner.

If the opportunity is under the ISV and MSP motions, where Partners purchase the OutSystems platform to develop, deliver and manage products and/or services directly to their clients, there will be no commission form or commissions since the Partner becomes an End-Customer to OutSystems.

Opportunity Registration Process

Does OutSystems have an SLA to Validate or Reject an opportunity registration?

The Partner will receive notification within five (5) business days as to the disposition of the registration request evaluated by the local RCM. Once the OutSystems account executive is engaged with the partner to get additional context and agree on the next steps, the opportunity can be moved to Qualified and Approved by the SAE or Close Lost in case of a lack of qualification.

Is there a validity period for an open opportunity?

Yes, approved registrations are valid for 180 days from the date approved. At its sole discretion, OutSystems may grant an extension or renewal of the Registration Term before the Deal Registration expires.

Should I register my opportunities for projects or services on Partner Center?

Opportunity registration is requested for new ARR and not for partner services. So you should not register your services & project opportunities. You should register opportunities to generate an upgrade or expansion on existing subscriptions. 

I want to buy OutSystems Services to co-deliver with OutSystems. Should I register this opportunity at the Partner Center?

No, you should not since opportunity registration is only for new software sales and not for services. In this case you should contact your RCM and request a proposal for the services. We will apply a 15% discount on the services you will use for your own enablement or to include as a co-delivery with your technical team.

What is a Partner Sourced Opportunity?

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. The first partner registering an opportunity validated by OutSystems will be eligible for the “partner sourced” commission.

Can the same opportunity be Sourced by more than one partner?

No, opportunities can only have one partner who is approved for sourcing.

Can the same opportunity be validated to different partners?

Yes, the same opportunity can be validated for different partners in the case of an RFP. However, only the partner will be eligible for the “sourced” discount in case the partner proves that he was the one promoting the RFP.

When a partner sources an opportunity and the opportunity is validated, when is the “Co-Sell” commission applied?  

In the situation that is the partner sourcing a qualified opportunity and the opportunity is validated by OutSystems, the partner will automatically be eligible for the “sourced” commission and “co-sell” commission. However a partner will need to provide evidence by adding his sales contributions on Partner Center during the all sales cycle.

In case OutSystems invites the partner to an opportunity, partner will be eligible for the “co-sell” commission having also to provide  sales contributions on partner center during the sales cycle.

Can I be added to an opportunity sourced by another partner and be eligible just for the Co-Sell commission? 

Yes. This can happen in two different situations:

1. The partner that sourced the opportunity has not been able to move the opportunity forward in the sales cycle, and another partner gets a different angle of approach and is able to move the opportunity forward. In this case the partner that has sourced the opportunity will get the “sourced commission” and the second partner will get the “co-sell commission. For this to happen the OutSystems Sales Account Executive will notify both partners and justify why he is removing the partner that sourced the opportunity form the “Co-Sell” commission.

2. A partner sources an opportunity but during the sales process customer requests a different partner to perform sales activities like PoC, benchmark evaluations, etc. In this case, OutSystems may need to involve that second partner by customer decision. In this case the partner that sourced the opportunity and initiated the sales cycle will get the sourced commission and the second partner will be invited by the OutSystems Account Manager for co-sell and will be eligible for the Co-Sell commission. In this situation, the Sales Account Executive will inform both partners and justify the decision. The co-sell partner must enter their partner contributions in Partner Center to earn the commission payment. 

In an RFP type of deal, on a sell-through motion how will the Sourced and Co-Sell commissions be applied? 

We can have different situations, depending on the sell motion we are dealing with: 

1. A partner registers the opportunity because he is the one identifying that opportunity and once the opportunity is validated by OutSystems he is eligible for the sourced and co-sell discount. However, during the sales cycle, the customer decides to launch an RFP and invite other partners to present their proposal. In this partner who sourced the opportunity wins the RFP, we will honor the sourced registration by applying a sourced discount plus a co-sell discount, and not commission since this is on a sell-through motion. If another partner who didn’t source the opportunity wins the RFP, they will only receive the co-sell discount. In this situation, because it is on a Sell Through motion, the partner that wins the deal is the one receiving the discounts and no other partner will receive commissions.

2. We don’t have any opportunity registered, meaning that OutSystems did not have any visibility on this opportunity prior to the RFP launch. In this case, all the partners that register the opportunity will get the co-sell discount on the proposal we will send him.

Partnership Territory

What is the partnership territory?

The partnership territory is the geographic area where you can develop your activity as mentioned on the definitions section of the partner agreement and you have the non-exclusive right throughout these countries to promote and sell OutSystems to prospect customers. It is also the list of countries that you’re listed on the OutSystems website.

Can I sell outside my partnership territory?

In case you find an opportunity on a prospect customer outside your defined partnership territory, you must obtain OutSystems prior consent to engage in such opportunity, through an approved opportunity registration.

Can I deliver projects outside my partnership territory?

OutSystems does not control any professional services delivered by OutSystems partners. As so, any partner can deliver projects around the globe to any Outsystems customer. The partnership territory should identify the physical location of the delivery team in order to mitigate geographic barriers, such as language, culture and timezone. OutSystems can request customer reviews to evaluate the proficiency and satisfaction of Delivery authorized partners. OutSystems will always promote local delivery partners.

How can I include more countries to my partnership territory?

Based on go-to-market strategy, you have two options to expand your partnership territory: 

1- By signing an addendum where you list new countries to be added to your partnership. Your requirements, benefits and authorizations will be shared across all the countries. This option grants you access to the market in the new countries but with a single Regional Channel Manager from OutSystems to manage your partnership. 

2- If you have a local subsidiary or member firm with a sales team in the new country, you can sign an additional partnership agreement for that country. This new agreement will entitle your subsidiary with distinct requirements and benefits from the existing one and you will be assigned a Regional Channel Manager to support you in that country. Usually, OutSystems waives the partnership fee for subsidiaries.

Why signing a new agreement with a subsidiary?

As a subsidiary you’ll be recognized by the regional channel and sales teams as a local partner, aligned with OutSystems in developing joint marketing, sales and delivery activities. When establishing a subsidiary, the Regional Channel Manager responsible for that territory will work with you on a joint business plan. This way you will be aligned with sales or delivery requirements for that region and the OutSystems website will highlight your local office. In summary:

- Assigned a local OutSystems Regional Channel Manager

- Joint business plan with OutSystems local sales team

- Entitled to a Cloud Demo license with a paid partnership fee

- Entitled to Certifications exams

- Commissions paid to the local subsidiary in local currency

- Resale transactions according to local country policies such as a registered firm.

Partnership Fee

Do I need to pay a fee in the 1st year?

For new partners joining the program there is no fee in the first year. Partnership renewal fees are subject to payment on the contract anniversary date. In Japan, partners will not be entitled to this benefit.

How much is the partnership fee?

The values of the partnership fee are mentioned on the table below:

Region

Currency

Amount

LATAM

BRL

16,000

Greater China; Southeast Asia & India

SGD

6,800

Australia/New Zealand

AUD

6,800

Australia/New Zealand; LATAM; Europe; Middle East & Africa; North America; Northeast Asia;

USD

5,000

Central Europe; Middle East & Africa; United Kingdom

GBP

4,000

Australia/New Zealand; Europe; Greater China; LATAM; Middle East & Africa; North America; Northeast Asia; Southeast Asia & India;

EUR

4,500

Northeast Asia

JPY

3,000,000

When does OutSystems waive the fee?

Most of the new partners joining the program do not pay any fee in the first year - the only exception is Japan. Partnership renewal fees are subject to payment on the contract anniversary date. 

If the partners sign a new agreement with a subsidiary in another territory, OutSystems may choose to waive the fee. In case of waiving the fee, OutSystems will not entitle the subsidiary to any licensing benefits.

Can my firm resell OutSystems?

Partners in resell territories will typically resell OutSystems software. Partners outside of the resell territories may resell with written approval. Resell deals are subject to a partner discount over the quote amount.

  • Was this article helpful?