Integrators, regional telecom specialists, managed-service providers and consultancies bring the account relationships and delivery capacity. We bring products that work across a multi-vendor estate.
Four ways we go to market
Which model applies depends on who leads the account and who carries delivery. All four are live patterns, not theory.
| Model | Who leads | Partner role | How it works |
|---|---|---|---|
| Direct | Digitata Networks | None | We sell and deliver directly — subscription, hosting and second/third-line support. |
| Direct, outsourced delivery | Digitata Networks | Delivery / staff augmentation | We lead the account and buy delivery capacity from a partner, retaining subscription, hosting and third line. |
| Agent or reseller | Digitata Networks, with the partner front-of-account | Strategic agent or value-added reseller | We provide the licence, third-line support and integration. The partner carries first and second line plus its own services — a real revenue line, not a referral fee. |
| Fronting partner | Partner | Prime contractor | The partner holds the customer relationship, subscription and hosting; we sit behind them. |
Partner roles
- Value-added reseller — purchases products and services for resale, and distributes and supports them.
- Agent — markets, promotes and facilitates the sale for commission on the resulting agreement, without purchasing the products.
- Fronting partner — leads the opportunity and holds the customer relationship.
- Delivery partner — provides implementation and support capacity as an extension of our team.
- Technology partner — products that plug into the platform and extend what it can address.
What partners get
- The right to market, promote and, as a reseller — sell within a defined opportunity.
- Optional exclusivity for a specific opportunity, agreed up front.
- Commission as an agent, or resale margin against a recommended sale price as a reseller.
- Direct access to our subject-matter experts during the sales cycle.
- Training at no charge, on commercially reasonable terms.
- Customer pilots at no charge, so a prospect can see the product on their own data before committing.
- The ability to attach first and second-line support plus integration services as your own revenue.
How we register and protect a deal
Deal protection is opportunity-based and written down, so both sides know where they stand before any effort is invested.
Notify
You tell us about the opportunity in writing.
Qualify
We decide whether to pursue it and whether to grant an exclusivity period — at our discretion, exercised reasonably.
Agree the role
We settle whether you act as reseller or agent and execute an opportunity schedule defining role and territory.
Sell and deliver
The end-user licence agreement is always between the customer and Digitata Networks. Our intellectual property stays ours; your customer relationship stays yours.
Standard terms run for two years with ninety days' written notice, sub-contracting requires prior written consent, and all parties are screened against applicable sanctions lists. Reseller affiliates can order locally under master terms through a local participation agreement.
Where the partner earns on support
The support split is contractual rather than informal. First line covers configuration, integration and infrastructure triage, and may include proactive maintenance. Second line covers deeper troubleshooting, corrective action and root-cause analysis. Third line is defect resolution — bug fixes and patches — and Digitata Networks always anchors it, because that is where source-code changes happen. Partners can profitably carry first and second line.
Joint go-to-market
Where we build a combined solution with an integrator, we run it properly: each side appoints a business development owner, we agree a business plan within thirty days, qualified leads carry a right of first refusal with a defined response window, and we hold quarterly business reviews. Opportunities introduced by other partners sit outside that right of first refusal, so no partner is disadvantaged by another's pipeline.
We do not name partners publicly. Several of our agreements require mutual written consent before either side announces the relationship, and we take that seriously in both directions, including on your behalf.