The process runs five stages. The first two exist so both sides can work out whether there is a fit, at no cost to either.
A short call about the accounts you serve, the regions you cover, and whether data security sits alongside what you already sell. We describe how the product is positioned and where it tends to win.
Mutual non-disclosure goes in place, which opens the commercial conversation. Terms are discussed against the volume you expect and how much delivery you intend to handle yourself.
The reseller agreement is executed. It carries the terms discussed at stage two, deal registration mechanics, customer ownership and the obligations that flow down from the distribution agreement.
Your technical people get access to a demo environment and work through training on discovery, classification and masking. Sales material and positioning guidance follow.
Register the deal, and we work it with you. Early opportunities usually run as co-selling so your team sees how the technical conversation goes before running one alone.
Naming the second column saves everybody a quarter of wasted pipeline.
| Fits well | Fits poorly |
|---|---|
| You already sell security or compliance services | You are looking for a product to resell with no delivery capability |
| Your customers face privacy or audit obligations | Your accounts have no regulatory pressure |
| You have technical staff who can run a demonstration | You need the vendor present on every call indefinitely |
| You work with public sector, healthcare or financial accounts | You want exclusive rights over a whole country |