Working with Siveco as an Introductory Partner
The partner section of our newsletter has naturally been focused on highly visible partnerships between Siveco China and companies providing complementary solutions and services. There is however another category of partners, whose importance cannot be underestimated: Introductory Partners.
What does an Introductory Partner do?
As defined in Siveco’s Value Added Partner Program (VAPP), an Introductory Partner provides information on a prospect (nature of the potential project, contact details). He is an information-giver that does not really involve in the sales cycle other than helping Siveco to contact key people and arrange initial meetings. This may or may not involve direct contacts between the Introductory Partner and Customer. The contract, if successful, is signed by Siveco and a commission is paid to partner.
| Roles of an Introductory Partner | |
| Involves in the sales process: • Business introduction • Entire sales process • Delivery process |
Yes No No |
| Signs contract with customer | No |
| Gets paid a commission | Yes |
Who can be an Introductory Partner?
Anyone can become an Introductory Partner, with the strict exclusion of employees of the target Customer: the success of Siveco China is also based on strong ethics, on which we will never compromise. Typically partners have become aware of a business opportunity at the target while working for another company, for example another supplier. Introductory Partners are usually private individuals, but may sometimes be companies.
– You are a maintenance manager who has heard that the plant next door is looking for a CMMS? Contact us!
– You supply automation systems to a company who may also need our maintenance consulting service? Contact us!
– You have a friend or an old classmate who is considering deploying a mobile solution on top of his company’s existing “EAM” system? Contact us!
How to contact us and what happens then?
Call our office and ask for our VAPP or partner manager. You may also send an email to vapp@sivecochina.com.
Our partner manager will, together with you, evaluate the opportunity to work together: does this case match Siveco’s criteria for a prospect and how to proceed to the next step. Contract and commission payment issues will also be clarified – a simple agreement is usually signed at this stage, securing the role of the Introductory Partner in the sales process.
Based on information provides by the partner, the Siveco team will then pursue the sales, with or without further involvement from the Introductory Partner (for partners who want and are able to accompany our team during the entire sales cycle, another Sales Partner model may apply, contact us for more details).
When the deal is closed, the agreed commissions are paid to the Introductory Partner upon receiving Customer’s payments. In accordance with Chinese law, relevant taxes apply (income tax for individual partners, business tax for companies).
Act now!
Business opportunities come and go: while everyone comes in contact with interesting opportunities from time to time, most do not take action. Siveco has recognized the need to actively seek introductions from new partners, hence this article. Perhaps you should think about it too?
Tags： VAPP
