Blog · a series
Selling Rutba
For businesses that would carry our software to their own customers: the four ways to do it, who owns the customer, how an application works, and the numbers we deliberately do not publish.
5 parts · about 13 minutes to read them all
Part 1 · 2 min read
Exclusivity is genuinely available, because nobody holds it yet
Most partner programmes offer a territory that three other partners are already working. Ours has eleven regions and none of them is spoken for — which is a statement about how early we are, not how generous.
Part 2 · 3 min read
Four ways to sell software you did not write
An accountant who keeps being asked what to replace a bookkeeping stack with and a country distributor running a whole territory want different things from a vendor. So the partner programme has four tracks, not one with tiers.
Part 3 · 3 min read
Why our partner application comes in two parts
The first part is eight fields and two minutes. The second asks for turnover, headcount and a year-one commitment — and nobody should have to hand those to a vendor they have not yet decided about.
Part 4 · 2 min read
The customer stays yours
The fear that stops most businesses reselling software is being undercut by the vendor they represent. So who owns the customer is decided per track, deals are registered from day one, and you are told which accounts are already ours before you sign.
Part 5 · 3 min read
Why our partner pages publish no margin percentages
We publish every customer price, to the cent. The one number our partner site deliberately leaves out is the partner margin — because a margin that works in one market is unsellable in the next, and a published one would be wrong in ten of eleven territories.
