Welcome to
The partner program of Terminus. As ABM continues to be a results oriented B2B strategy, marketers continually find themselves with questions on how to best optimize aspects of their ABM campaigns, our Partners serve the purpose of uniting best of class strategy and execution with the world’s leading ABM platform. We at Terminus look forward to partnering with you to offer our customers the best resources available to their ABM campaigns and to provide a superior solution to power your customers ABM strategies. Whether you specialize in a particular platform, industry, big data, or one subset of ABM you will find an opportunity within Terminus Converge to help you build an even more successful business. Our partners play an integral role in our go-to-market strategy and overall success and it’s a community that’s valued from our CEO down, it’s a community where partners can connect to Terminus, a community where partners can connect with other partners to make our MarTech universe a bit more united. Welcome to Converge.
Agency Partners
Terminus offers the only truly account- based conversational marketing solution. With intuitive chat-bot builders, interllegent routing, and Chat From Anywhere™, Terminus Chat Experiences turns traffic into conversations that covert.
"The future of revenue generation is being shaped right now and it's being shaped by our partners. We're proud to be working with some of the brightest minds in marketing technology to help customers create high-performing go-to-market teams."
Tim Kopp, CEO
Table of contents
Terminus is leading the way businesses go-to-market.
Why Partner with ?
Leaders of the account-based movement, Terminus helps Marketing, Sales, and Customer Success work better together to drive a winning go-to-market strategy and exceptional customer experiences. Terminus offers the best data, channels, and analytics all in one platform; powering high-performing go-to-market teams.
We’re proud to be helping over 1,000 customers on this mission, including brands like DHL, G2, Outreach, and TripActions.
We’re a leader in The Forrester New Wave™: ABM Platforms and have been named a G2 Leader for 11 consecutive quarters.
Terminus is that Leader, Innovator, Partner
Our solution is used by more than 1,600 customers worldwide, including more than input stats here. Customers include:
Example • 7 of the top 10 U.S. banks • 5 of the top 10 global pharmaceutical companies • 7 of the top 10 global retailers • 5 of the top 10 U.S. oil companies • 7 of the top 10 global technology firms • 14 of the top 15 research universities
More than X% of our revenue is reinvested back into R&D, one of the highest rates in the industry. Our award-winning products and services are seamlessly deployed and updated using our global cloud platform.
Innovative
Proven Customer Success
Our subscription-based model allows for continuous revenue streams and add-on business opportunities.
Recurring Revenue
Partner Network
Our partner program recognizes partners based on a combination of value and volume. The more you invest with Terminus, the more you are rewarded.
Referral
All partners start at this basic tier. Referral Partners receive multiple benefits to sell and support Terminus’ solutions, including deal registration, sales certifications and technical training. This tier requires our minimum level of annual revenue.
The Terminus GTM/Co-Sell tier is tailored for agencies, system integrators and consultancies who have committed to learning and selling Terminus’ Go-To Market Platform. GTM/Co-Sell Partners have met the necessary revenue and certification requirements that earn them elevated status and support. GTM/Co-Sell Partners receive all the benefits of Terminus Referral Partners, in addition to increased deal-registered margins, access to Terminus marketing funds and other meaningful rewards.
GTM/Co-Sell
Strategic
This is the premium tier within the Terminus Partner Program. Strategic Partners have met the most rigorous revenue goals and invested in sales and technical training. And they actively promote the Terminus solution/GTM platform. They receive significant deal registration discounts, a dedicated channel account manager, priority marketing fund allocation and other benefits.
Data & Technology Partners include relationships with key industry, solution and specialized integration partners to develop, market, sell and deliver comprehensive, fully integrated ABM solutions.
Data & Technology
Partner Resources
Terminus Partner Portal
The Terminus partner hub provides online, confidential information to Terminus partners. It is recommended that partners access the Terminus partner portal on a regular basis to obtain current information about Terminus solutions and partner offerings. The partner portal delivers resources our partners need to get started and continually develop with our organization, including deal registration applications, sales tools, collateral for prospects and marketing resources to help drive demand.
Terminus Academy provides training for our partner sales representatives and sales engineers. Partners of all tiers can leverage this resource to get Terminus sales certified, expand their knowledge base of Terminus solutions and learn the most up-to-date technical offerings provided.
Terminus Academy
Partner Program: Requirements and Benefits
The following tables outline the requirements of our channel partners as they move within the Terminus Partner Program framework.
Terminus Partners are required to fulfill the following requirements based on their program level:
Program Requirements
Foundation Requirements
Sign Terminus Partner agreement
Partner Certification
Promote Terminus on product web page
Annual new/add-on recurring revenue target
Minimum number of new/add-on transactions per year
Joint marketing plan
Quarterly business review
Develop mutual account plans
Sales certification
Technical training
Signed Terminus Partner Agreement
All participants in the Terminus Converge Partner Program must sign an agreement adhering to the Terminus partner policies and guidelines. An NDA and W9 are required. The Terminus Partner Agreement will renew on an annual basis until one or both parties agree to terminate the agreement.
All accepted partners in the Terminus Converge Partner Program must complete at least one partner academy course within Terminus Academy to become certified as a Terminus partner and qualify for the benefits of the Program. GTM and Strategic Partners must complete the GTM Advanced Training path to achieve top tier certification and advantages.
Description of Requirements
Promotion of Terminus
Partners are asked to promote Terminus on their company websites. Use of logo should follow the Brand Guidelines located in the Terminus partner portal.
In addition to annual revenue targets, partners are expected to complete a minimum number of closed transactions per year.
Number of new/add-on Transactions per Year
Partners are required to meet recurring revenue targets throughout the course of the year. Used as a tool to measure a partner’s placement within the partner program, revenue goals will be reviewed annually.
Annual new/add-on Recurring Revenue Target
Joint Marketing Plan
Partner sales representatives are encouraged to complete Terminus’s Sales Certification, provided at no cost at Terminus Academy. Partners should renew this certification annually as the content will be updated with the most recent Terminus features and product offerings.
Sales Certification
Partner sales engineers are encouraged to complete technical training, provided at no cost at Terminus Academy. Partner technical training is a more intensive training path intended to provide employee level technical knowledge on specific Terminus products allowing partners to be a certified trusted advisor for your clients. Consult your partner manager for your technical training requirements
Technical Training
As a partner, you’re eligible to receive the following benefits based on your program level:
Partnership
Marketing Consultant
Executive Sponsor
Virtual Partner Conferences
Continued on the following page.
Sales Enablement
Access to Terminus Partner Portal
Channel e-Newsletter
Partner Onboarding
Sales Accreditation Training
Access to Partner Knowledge Base
Lead Registration Portal
Demo Accreditation Training
Lead Sharing
Partner Manager
Mutual Action Plan
Technology / Platform Announcements
Product Collateral
Co-branded Partnership Collateral
Sales Briefings
Virtual
Virtual or Onsite
Priority
Eligible
Partner sales manager
Each GTM/Co-Sell and Strategic Partner will be assigned a partner sales manager. Your manager should be utilized to assist in making a business plan to successfully build your business with Terminus.
All GTM/Co-Sell and Strategic Partners are assigned a marketing contact to support co-marketing efforts with Terminus. Your marketing consultant can assist in the planning and implementation of various demand generation and sales enablement activities.
Strategic Partners will be aligned with an executive sponsor from Terminus. This individual will support the relationship between your organization and Terminus, helping to ensure mutual success.
We will host periodic virtual partner conferences for the benefit of our partners. Get the latest information about Terminus products and channel go-to-market strategies.
Terminus will assist the partner with understanding how to position Terminus to their prospects. This training covers positioning, demoing the platform, personal examples, and training.
Sales Accreditation Benefits
Terminus’s Knowledge Base is where specific articles, information can be accessed. (Access based upon certification).
Online Resources (Knowledge Base)
As new enhancements to the platform are released, Terminus will notify the partners via email or by other necessary means.
Technology/Platform Announcements
Terminus is committed to ensuring that not only does our platform continue to improve, but the partner knowledge around our platform stays current. Briefings will be set up with eligible partners and conducted by the Partner Sales Manager.
For those eligible partners, Terminus will work with them to co-brand collateral that can be used by the partner in selling circumstances.
Co- Branded Product Collateral
Marketing
Terminus Branding Materials
Demand Generation Support
Partner Sales Incentives
Website Listing
Terminus Event Sponsorship Discounts
Terminus Issued Press Release
Joint Success Story
Partner Marketing Manager
Webinars
Field Marketing Opportunities
Social Media Promotion
Product Launch Notifications
10%
20%
1 Per Year
4 Per Year
Marketing Campaign Support
We offer partners demand generation activities for prospects and customers. Marketing automation and design tools can provide targeted messaging and drive joint sales.
You’ll have access to our branding materials, including our logo. Follow the branding and logo guidelines posted on the Terminus partner portal.
We co-fund sales incentive programs throughout the year for our partners. Details on current incentive offerings can be found on the Terminus partner portal. Strategic Partners may create custom sales incentive programs by proposal. Contact your marketing consultant to request a custom program.
Partner Incentive Programs
Terminus will list the logo of our partners within our website. This area of the website will be searchable by Terminus prospects and customers looking to partner with Terminus named partners.
For those eligible, Terminus will assist in the execution of specific marketing events. These events can range from executive dinners to user conferences, joint participation activities to sporting events.
Terminus’ annual user conference and special events bring together users, prospects and partners for education and fun. Sponsorship discounts are provided to those eligible based on levels.
Where appropriate, Terminus will work with the Partner and potentially a specific end user to create a Success Story that will become available for the partner and Terminus’s use.
Joint Success Stories
The Partner Marketing Manager is there to assist with the execution of marketing plans. These plans may include but are not limited to – Field Marketing Events, Terminus Events, and PR.
Terminus will assist with the creation and distribution of joint PR about our partnership. All joint PR must be approved by Terminus prior to execution.
Announcement of partnership via Terminus’s social media channels.
Eligible partners will be notified of Terminus product launches prior to their release.
In cases where a partner has created a specific offering or solution that includes Terminus, Terminus may wish – with the partner’s involvement – to conduct a webinar to highlight the offering or solution.
Financial Achievement
Revenue Requirements
$250,000 in Sourced or $750,000 in Co-Sell ARR
$500,000 in Sourced or $1,500,000 in Co-Sell ARR
Revenue Share First Year Tech ARR*
Margin and Renewals
15%
Revenue Share Second Year Tech ARR*
Sub-Contracting
75%
90%
Consulting Services Discounts ($250/hr)
25%
Professional Services
5%
*Fees are paid on net recurring revenue, not non-recurring revenue, services revenue or media
Program Process
Deal Registration Criteria
• The deal cannot be currently engaged by our organization at the time you submit it for registration. • The deal cannot be currently registered by another partner • You must be in good standing with the prospect and have made pre-sale efforts to qualify the deal. The deal must include, but is not limited to, budget approval, details of the opportunity, explanation of the relationship with the prospect, understood timeline and identified decision makers.
Sourced
• New opportunity within an originally partner sourced opportunity • You must be in good standing with the client and have made pre-sale efforts to qualify the deal. The deal must include, but is not limited to, budget approval, details of the opportunity, explanation of the relationship with the prospect, understood timeline and identified decision makers.
Sourced Expansion: Original Partner Sourced Opportunity
• New opportunity within an originally Terminus sourced opportunity • Approval needed from sales VP, CRO or VP of Partnerships
Sourced Expansion: Original Terminus Sourced Opportunity
Deal registrations will only be accepted through the Terminus partner portal. Opportunities will be registered to the first partner who meets the registration criteria. We reserve the right to approve or deny all deal registration submissions. You will be notified through email if the deal registration is approved or declined. If approved, you’ll be provided contact information for our counterpart for the registered opportunity.
Deal Registration Process
Once a registration is awarded, you’ll be provided an expiration of the approval period. You may request an extension to the expiration date. We’ll approve this extension at our discretion.
Deal Registration Expiration
We may deny, remove, rescind, suspend, or terminate any deal or registration in the following scenarios:
Termination of Registration
• If you’re not actively working the deal or have been inattentive to the end-user’s needs • If you don’t lead with or quote the Terminus products identified in your registration • If we are under a legal or contractual obligation to quote or bid on the deal or if failure to quote or bid on the deal could subject us to legal liability, as determined by our organization • If you are not able to fulfill the deal or provide support for the end-user (for example, if the end-user refuses to work with you, or with respect to federal government deals, if you don’t possess the required status) • If the end-user chooses to fulfill the bid in a manner that prevents you, the registering partner, from being able to fulfill such requirements • If your account has been placed on hold by us or you have been late in paying invoices. • If it is determined that a deal is already registered to another Partner If you are in breach of the applicable Terminus Partner Program Terms and Conditions for the region in which you are located and you’ve engaged in any activity that impairs the integrity of the Terminus Partner Program as determined by us For any other reason as we shall determine our sole discretion
We have allocated funds to use towards joint marketing efforts between our organization and GTM/Co-Sell and Strategic Partners. We will provide marketing support by proposal. Funds and resources provided by us are intended to build demand for Terminus solutions among your customers. Restrictions for the use of marketing funds and resources apply.
Joint Marketing Funds
Requests for marketing support can be requested on the Terminus partner portal or by emailing partners@terminus.com. Proposed activities will be reviewed by the partner team and marketing consultant assigned to you. It is our sole discretion to approve or deny requests for marketing resources.
Planning Process
If marketing funds are allocated to you for demand generation activities, metrics will be required to measure the success of the activities performed.
Activities
• Advertising • Co-Branded Merchandise • Digital Advertising • Direct Mail • Email Campaigns • Customer Seminars/Lunch and Learns • Partner Tradeshows • Webinars
Acceptable Marketing Activities:
• Total Registrants/Attendees, Including Contact Information • Number of Impressions • Digital Metrics • Opportunities Generated • Other Metrics as Requested by us
Results Provided to Terminus
You will provide us with an itemized invoice of all activities to be funded. All invoices must include a Terminus purchase order number and be remitted to ap@Terminus.com for payment. We maintain net-45 payment terms.
Reimbursement
We are not responsible for and will not fund the following activities: • Alcohol when not associated with a Terminus-sponsored event • Consulting expenses • Engineering or product development • Entertainment activities such as sporting events, concerts and similar events that do not include a formal customer presentation of Terminus solutions • Political activities • Shipping and labor costs
Non-eligible activities
We reserve the right to audit all activities and invoices funded by our organization. If any activities do not adhere to the agreement between Terminus and our partners, or if the invoice does not accurately depict the cost of the event, we will pursue necessary recourse for the discrepancy.
Activity and Funding Audits
• All activities must be pre-approved by our organization. • Use of our logo, branding and creative content must adhere to our brand and logo guidelines on the partner portal. • Verbal statements or the presence of any proposed activity do not constitute approval and will not be paid by us. The approval process above must be followed in all cases prior to receiving payment for completed activities. • As a partner, you may not subcontract work to yourself • You have 14 days from the completion of your activity to submit your invoice for processing.
Marketing Funds, Terms and Conditions
• Marketing funds may only be used to promote Terminus products and services. • Marketing funds may not be used to improve your margins or reduce your pricing. • Failure to adhere to our requirements described in this program guide will result in denial of reimbursement claims. • Payment of invoices will be made to our partners only; no payments will be made to any third party. • We reserve the right to modify or discontinue funding your demand generation activities at any time. All such changes shall be effective upon notice to you or at such time as we may specify. Yet, we will use commercially reasonable efforts to give you a 30-day written notice of the discontinuance of or any material change to our marketing funds.
Each year, we will review the tiers of the partner program to assess your standing. A partner may move tiers based on annual performance. Fulfill the requirements of your current tier and you will have the opportunity to move to a higher tier, if available. Fail to meet the requirements of your current tier and you may be moved to a lower tier, if available. If you fail to meet the requirements, you will be notified of a pending change in standing. You will then have a period of time to meet the requirements to maintain your status. If you are unable to do that, you will receive written notice of the move to a lower tier.
Moving to a higher tier
We reserve the right to alter the Terminus Partner Program at our discretion. We will make an ardent effort to provide you with a 30-day notice of program changes. If you disagree with a change, you have the option to leave the program. Likewise, we may ask you to leave if you do not fulfill the requirements or do not comply with our policies.
Program changes
Any legal notices to us must be in writing and sent to the attention of our legal department at company headquarters in Where???. Any legal notices from our organization to our partners may be sent by mail, email, or posted on the Terminus partner portal.
Notifications
