Territories
Eleven regions, and none of them spoken for yet.
That is unusual and it is worth being plain about: an early partner is choosing a market nobody else here represents. It is the reason exclusivity is genuinely available, and the reason there are no local reference customers to show you.
If your market is not on this list: Say so anyway. The list is where we are actively looking rather than where we are willing to go, and a partner with a real market we had not considered is a better reason to add one than a map is.
How a territory works
The rules, before you ask for one.
A territory is a country or region, and a set of lines
Both halves are agreed explicitly. A distributor for one country does not automatically hold every product, and assuming otherwise is how a partnership goes wrong in its second year.
Exclusivity is granted against a plan, not on day one
A protected territory is tied to an agreed target. That protects you from a vendor who appoints three of you, and protects us from a territory that goes quiet and cannot be reassigned.
Deal registration works whether or not you have exclusivity
Register an opportunity and it is yours for the cycle, from your first one. You do not need a territory agreement to have your pipeline protected.
We sell direct only until a partner is appointed
And you will be told which accounts in your market are already ours before you sign anything, rather than discovering it when you register a deal we cannot give you.
Data can stay in your country
Our cloud, your cloud, or the customer’s own hardware, depending on the product. Residency rules that disqualify other vendors from a tender are frequently why we are in it.
Losing exclusivity is a process, not an email
A review, then a conversation, then non-exclusivity — in that order, with notice at each step, and written into the agreement before it is signed.
Being straight about the stage
There is no local reference customer in your market. There is no local anything yet.
Most partner programmes you are evaluating will show you logos in your region. We cannot, because there are none, and a programme that implied otherwise would be lying to the people it most needs to trust it.
What there is instead: software that is built and running, live demonstration systems you can open today, exclusivity that is actually available, and the people who wrote the code on your first calls. That is a specific trade — early risk for early position — and it is the right one for some partners and the wrong one for others. We would rather you decided on the real terms.
Ask about your market.
Tell us where you are and what you sell today. We will tell you what is already happening there, what is open, and whether we think it works.