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Run MSP, VAR and GSI programs.

An MSP partner program, a reseller program and an integrator program each get their own pricebook and certifications.

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What is an MSP partner program?

An MSP partner program is the commercial terms and enablement a vendor offers partners who package its product into a managed service they run for the customer. The MSP keeps the account, so renewal economics, support depth and service-delivery onboarding decide whether the program works.

Revenue and region are the usual cuts, and both put a managed service provider and a reseller of the same size in the same bucket.

Renewal economics is an MSP fact, deal protection a reseller fact, and influenced-revenue attribution an integrator fact. A partner keeps all three when it doubles in size or moves into a new industry. MSP, VAR and GSI each have their own entry in the glossary.

How MSPs, VARs and GSIs differ

All three sit on one roster as partner groups, and each group reaches its own pricebook, onboarding plan, portal view and tier program.

MSP

The business: Runs your product as a managed service and keeps the customer
Revenue shape: Recurring subscription they bill
Cares most about: What a renewal is worth
Onboarding plan: Support and lifecycle
Portal view: Support and renewals
Tier program: Managed services ladder

VAR

The business: Resells your product and adds its own services
Revenue shape: Transaction, plus their own services
Cares most about: Registration and deal protection
Onboarding plan: Transacting and pricing
Portal view: Pricing and collateral
Tier program: Volume ladder

GSI

The business: Designs and integrates, often across several of your regions
Revenue shape: Influenced far more than invoiced
Cares most about: How influenced revenue is credited
Onboarding plan: Technical certification
Portal view: Technical depth
Tier program: Certification ladder

Each type buys from its own pricebook

Prices live in a pricebook, and each pricebook names the partner group that can reach it. A subscription rate for managed service providers and a transactional rate for resellers are two pricebooks, each visible to the group it belongs to.

Certifications carry a type

The portal filters certifications by type, so each partner's people see the ones their own business needs. A certification a partner holds sits on the partner account, so a tier program can list it as a requirement for a level.

A success plan aimed at how they earn

Goals are grouped by Sales, Marketing and Operations, each carrying a health state and the action that moves the number. An MSP's plan is renewals and seats; a reseller's is volume.

What changes when one roster holds three partner types

How does an MSP program differ from a reseller program?
An MSP delivers your product as an ongoing managed service and keeps the customer, so the margin question is renewal economics rather than a one-off discount, and onboarding has to carry support and lifecycle. A reseller transacts and wants deal protection. Read the full definition.
Can one platform run all three types?
Yes, through partner groups. Each type gets its own onboarding plan, portal view and tier program, all resolved by the same priority mechanism, so adding a fourth type adds a plan rather than a rebuild. See partner onboarding.
How do we handle partners who are two types at once?
Group membership is not exclusive, and portal views and onboarding plans are priority-ordered, so a partner who is both a reseller and an MSP gets the higher-priority experience, chosen by the order you set rather than by whichever group was matched first.
How do we credit a GSI who influenced but did not transact?
Registration records the claim before the work, so influenced pipeline is distinguishable from sourced rather than argued about afterwards. See deal registration.
Do distributors work the same way?
Broadly, with the addition that they carry partners beneath them. Their portal view and reporting have to account for a downstream tier they manage rather than only their own activity.

How the segmentation is built

Bring the roster you run today

We will build a group for each partner type on the call, then show what each one reaches.

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