Partner Pro

Partnering with the Pros: Frauke Terwege

3 min read

Aug 1, 2024 8:26:16 AM

Meet Frauke Terwege:

About Frauke:

My role is multifaceted. In addition to acquiring new partners, I optimize old, inefficient processes, ensure that our partners are satisfied, and that their performance improves. For example, my aim is to make selling our software as easy as possible with digitalized ordering processes and to get new partners properly onboarded.

In my experience it takes four things to maintain a successful partner network: a comprehensive onboarding, an attractive remuneration, free versions for presentations (for Client demos) and an accessible contact person.

What types of partners do you have and how do they differ?

Our ecosystem consists of 4 partner types: affiliates, resellers, service- and technology partners.

Affiliate partners increase our reach and deliver unqualified leads;
Resellers actively sell our products and take care of first set-ups, updates, first level support and general maintenance of the software;
Service partners offer services that start where our software ends, e.g. tax consultants, payroll offices, but also web agencies and many more;
Technology partners integrate with our software to close functional gaps;

If you were to join a new company, where there is no partnerships yet and your role would be to build them - how would you go about it?

I would start by gaining knowledge about the current situation. The ultimate way is to talk to existing customers: what functions are missing, which other partners do they work with, what requirements do we not offer a solution for. These question reveal the most crucial missing partners.

In the next step, I would develop partnership models with attractive services. A website where potential partners can find information about the program and a contact option that is easy to find.

What benefits does your partner program offer?

All orgaMAX partners are listed with a logo and a short description on our partner website. In addition, if you like to use one of our products for yourself, we allow up to 100% discount on the price. An actual user is always the best referrer.

As an orgaMAX reseller, you will receive extensive personal onboarding, including multiple demo versions. Our partners benefit from lifetime commissions and we have additional monetary incentives for top performing companies. They also can expect regular retention calls, a listing on our website and a direct contact person.

Event invitations and co-marketing options are also included in the service package. We don't charge any partner fees and we do not have any minimum revenue requirements.

If they start as a Service Partner and would like to join at least another program, we do not charge them any commissions for the first year. We see partners as external employees and we treat them that way.

What is the biggest struggle(s) in partnerships? Any idea on how to resolve them?

I see two big challenges:

Finding the right information for the right partner to deliver at the right time;
Reactivation of non-active partners;

The first one, we have solved with a training center, including document downloads. Partners can for ex. get to know new features of our system. Receiving partner newsletters is mandatory.

To reactivate the non-active partners we use personal calls, monetary incentives, such as doubling commissions in a specific promotional period.

What steps do you take before you accept a new partner into your network?

Most important: make it easy for new partners.

For example, we have a short first contact form for resellers. You automatically receive the standard contract and also a link to book an appointment if required. After receipt, I do an online check: does the potential partner have their own website, are they active in the software sector, etc. - if everything is OK, the partner receives a link to the online signature.

Usually, I speak to each new partner at least once in person. Partnership agreements ensure security on both sides, e.g. with regard to remuneration and payment of commissions. Same goes for affiliates and service partners.

If somebody wants to become a technology partner, we have a more extended check, including:

We check the usage and need with our clients,
They need to provide API access
They also need to provide German speaking contact people, as we mainly work in German speaking countries at the moment.

Learn more about orgaMAX:

We have been developing orgaMAX products for over 30 years. We are a medium-sized company and distribute software that is precisely tailored to the requirements of small and medium-sized businesses. For us, this means attractive prices coupled with a wide range of functions. All products are offered as SaaS models and can be individually configured.Customers only pay for what they really need. Whether you are a small business or a large corporation - orgaMAX offers the right solution for every industry.

Learn more about orgaMAX→