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Partner Program

OutSystems

Frequently Asked Questions

  1. Program
    1. How can I join the program?
    2. What’s new in the partner program?
    3. How will I migrate to the new program?
    4. What is the term of the partner program?
    5. What are the documents that need to be signed and agreed?
    6. Will the partner program change every year?
    7. Do I need to sign the master subscription agreement?
    8. What is a Foundation Team?
  2. Authorizations
    1. What is an authorization and which ones are available?
    2. How can I obtain an authorization?
      1. Delivery authorization
      2. Sales authorization
    3. How do I keep my authorization?
      1. Delivery authorization
      2. Sales authorization
    4. Where can I track my authorizations? 
    5. How long can I be a Registered partner?
    6. Which authorization will I get on July 1st 2020?
      1. Delivery authorization
      2. Sales authorization
  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?
    6. Which benefits will I keep on July 1st 2020?
  4. Requirements
    1. As a new Registered partner, what do I have to accomplish in 6 months?
    2. How do I register an opportunity?
    3. How can I certify my team?
    4. I hired a Certified developer, how can be listed in my certifications?
    5. What is the content available for my sales and pre-sales team?
    6. How can I request a customer review?
    7. 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 regarding the commissions I am entitled to?
    4. Do I receive commissions on professional services or training services?
  6. 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?
  7. 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 6 months of the partnership. 

What’s new in the partner program?

Up until now, the partners were segmented based on a traditional stack of Certified, Elite and Global levels. The new partner program brings a new way of qualifying partners depending on their capabilities, goals and go-to-market strategy - we call these authorizations. Partners can earn them on a quarterly basis, aligned with OutSystems fiscal quarters, based on the completion of a set of requirements. The entitlement of benefits is aligned with the authorization(s) a partner holds. On December 31st, if the partner complies with the requirements, the authorization will be valid for the following year.

The new partner program has a new sales and pre-sales training and certification process in order to grant you Sales authorization. Also, to prove your delivery proficiency and application success we’ll have mandatory customer reviews and a new set of technical certifications. There are new resale territories and partnership fee models for new partners and subsidiaries.

How will I migrate to the new program?

If your contract renews after July 1st and if you don’t accelerate the renewal of the contract, your partner status will be applied until the renewal date. Only after signing a new contract, you will be adhering to the new partner program with the benefits and requirements published online. However, you will be listed on the website with the new authorizations applied. If you wish to anticipate your participation in  the 2020 partner program, you’ll need to sign an updated partnership order at no cost, where you’ll agree with the new partner program conditions. When celebrating the anniversary of the original contract, the partnership fee will be paid. If your contract renews before July 1st, the contract you signed when adhering to the new partner program already contained a reference to the acceptance of the partner program published online.

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). However for the year 2020 the partner program is applicable from July 1st 2020 until December 31st 2020. 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.

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

To become an OutSystems partner there’s mandatory documentation that needs to be reviewed,  signed and accepted by the partner.

Document

Frequency

When

How

Annual Cloud Demo Environment Fee (Order)

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

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.

Do I need to sign the master subscription agreement?

Yes, 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.

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 assembled by at least 2 Associate Web or Mobile Developers, led by a Certified Tech Lead or Professional Developer. More experienced foundation teams are led by Certified Professional or even Expert Developers.

Authorizations

What is an authorization and which ones are available?

A 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 and Delivery.

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

How can I obtain an authorization?

On the new program, 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 and/or Delivery authorization within the first 12 months of the partnership.

You obtain new authorizations by achieving the pre-requirements. OutSystems evaluates on a quarterly basis (April, July, October and January) if you are able to attain the requirements. The requirements to become a Sales and/or Delivery partner are mentioned in the requirements section of the partner program - these are usually a subset of the ones to keep.

Delivery authorization

  • 1 foundation team and;

  • Customer reviews score of 4+ in 2 different projects and;

  • Joint business plan for 2020, completed and agreed with OutSystems Channel Manager.

Sales authorization

  • 2 sales certified professionals and;

  • 1 pre-sales certified professional and;

  • Joint business plan for 2020, completed and agreed with OutSystems Channel Manager.

How do I keep my authorization?

On the new program, OutSystems will evaluate partners authorizations at the end of each year, on the 31st December. At this time, partners who met the requirements below will have their authorizations renewed for the next fiscal year. Others, who didn’t meet the requirements for either Sales or Delivery authorization, will lose it or will be considered Registered partners if both are lost.

Delivery authorization

  • 2 foundation teams and;

  • Customer reviews score of 4+ in 2 different projects completed in 2020 and;

  • Joint business plan completed and agreed with OutSystems Channel Manager.

Sales authorization

  • 2 sales certified professionals and;

  • 1 pre-sales certified professional and;

  • Joint business plan for completed and agreed with OutSystems Channel Manager and;

  • New ARR sales target of 100K EUR for partner sourced new software, in opportunities closed during 2020.

Based on your currency settings, the following conversion is applied to your sales target:

Code Currency Target
AED UAE Dirham 409,000.00
AUD Australian Dollar 166,000.00
BRL Brazilian Real 480,000.00
CAD Canadian Dollar 150,000.00
EUR Euro 100,000.00
GBP British Pound 83,000.00
HKD Hong Kong Dollar 880,000.00
JPY Japanese Yen 12,100,000.00
SGD Singapore Dollar 153,000.00
USD U.S. Dollar 113,000.00
ZAR South African Rand 1,710,000.00

Where can I track my authorizations? 

See the new authorizations section in the partner center. There you can track your progress on requirements to attain Sales and Delivery authorizations. In case of any doubt you should contact your Regional Channel Manager.

How long can I be a Registered partner?

After the first 6 months of partnership, OutSystems will check if the program’s pre-requirements were attained:

  • 1 sales certified professional and

  • 1 accepted opportunity for partner sourced new software, registered in partner center.

For all current partners who will start July 1st as "Registered" you need to attain by December, 31st the minimum criteria mentioned above.

Your Regional Channel Manager will work closely with you, making sure that those pre-requirements are attained. If not, OutSystems may terminate the partnership.

At the first partnership anniversary date, OutSystems will not renew the partnership for Registered partners that weren’t able to attain a Sales or Delivery authorization.

If you become a Registered Partner because you lost a Sales and/or Delivery authorization, you will have one year to regain Sales and/or Delivery authorization, if you don’t, OutSystems will terminate the partnership.

Which authorization will I get on July 1st 2020?

If you are already an OutSystems partner, on July 1st 2020 you will be entitled to the authorization according to the following correspondence criteria.

Delivery authorization

  • 1 foundation team and

  • Customer reviews score of 4+ in 2 different projects and

  • Joint business plan for 2020, completed and agreed with OutSystems Channel Manager.

Sales authorization

  • 2 sales certified professionals and

  • 1 pre-sales certified professional and

  • Joint business plan for 2020, completed and agreed with OutSystems Channel Manager.

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 are Sales and Delivery authorized you’ll be entitled to the benefits of both authorizations. From a commission perspective, OutSystems will apply the highest one.

When can I use my benefits?

You can use the benefits from the moment you sign the partnership or when you earn an 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.

If you achieve a Sales or Delivery authorization you’ll have access to an Internal License. It is an on-prem license made available to Sales or Delivery authorized Partners 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?

On the new OutSystems partner program only Sales or Delivery authorized partners will be listed on our website. If you recently joined OutSystems as a Registered partner, once you get one of the authorizations you’ll be listed on the OutSystems partner locator. During the transition period to the new program of 2020, OutSystems will keep listing Registered partners until March, 1st 2021.  

Which benefits will I keep on July 1st 2020?

If you are already an OutSystems partner, on July 1st 2020 you will keep the same benefits you have in your contract. Only after renewing your partnership, you will be entitled to the new requirements and benefits of the 2020 program.

Requirements

As a new Registered partner, what do I have to accomplish in 6 months?

You need to register a new opportunity in the partner center and get the opportunity approved by the OutSystems sales team. You must also do the sales training and get 1 sales certified team member.

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 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 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.

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 role 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 project was submitted in Partner Center, not the go-live date.

How to work on a joint business plan?

Reach out to your Regional Channel Manager to initiate a joint business planning session. You can find a joint business plan template on partner center. Once the joint business plan is completed and approved by OutSystems, it will be available for tracking on partner center.

Commissions

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

The commissions to apply are the ones vigent on the current partnership agreement, at the time the opportunity closes, independently of the date when it has started to be developed.

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

The rules are the same for all partners authorizations - registered, delivery, or sales. In terms of opportunity involvement, by default:

  • Sourced opportunity: created by you in partner center - you’ll be notified about it’s progress and able to view its details;

  • Joint-sales opportunity: when you are invited to an opportunity, it will be displayed in 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 partner center.

How can I invoice OutSystems regarding the commissions I am entitled to?

Once your commission is calculated and confirmed internally, you will be notified by email to download the “Partner Commission Form” in the partner center.

Please note that OutSystems will only pay you the commissions you’re entitled to after receiving the payment from the customer and on the proper billing schedule, defined on the Partner Commission Form, available on the opportunity on partner center.  

Then you should invoice the OutSystems billing entity mentioned on the document and respecting the billing schedules. This entity is based on the location of the customer, and the commissions are always calculated on the deal currency. As an example, if the customer is located in the United States of America, the OutSystems entity to be invoiced is OutSystems Inc and the commission is in USD.

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.

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 with a single Regional Channel Manager from OutSystems to help you in all listed countries. 

2- In case you have a local subsidiary or member firm with a sales team in the new country, you should sign another partnership agreement for that country. This new agreement will entitle your subsidiary with distinct requirements and benefits from the existing one. 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 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?

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, but will usually be compensated via commissions on the sale by OutSystems to the end customer.

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