Channel Partner Program Overview

Requirements

• Application and Interview. This process allows Compass Technology (Compass) to get to know you and your business better.
• Approved Microsoft Status. This is part of the application process. Each partner should be verified as current and in good standing as a Certified Microsoft® Business Solutions Partner with a competency in CRM—securing the knowledge-base required for selling and implementing Microsoft CRM.
• Approved Consultants and Certifications. To ensure your success, we ask that each partner maintain at least two (2) staff consultants with a minimum certification of MBS Certified Professional (CRM). This can be achieved by passing one of the following tests: CRM Application Professional, CRM Customizations, or CRM Installation and Configuration. Note: All three tests may be passed by any combination of people within the reseller organization. Additional certifications, such as Exchange, SQL, etc., are beneficial but not critical in order to install or support CRM.
• Signed Partner Agreement. This legal agreement affirms your new partnership with Compass and should be submitted with your first year’s annual authorization fee.
• Complete Compass Technical Training and Certification. Technical training provided by Compass helps to maintain customer satisfaction and enhances the profitability of your engagements.
• Complete Sales Training. This training module will familiarize you with the world of fundraising, including common terminology, common challenges among end users, and an overview of the competitive space of fundraising and donor management software applications. In addition, a short training primer in the Solution Selling methodology will help you to work more effectively with your Compass Account Manager (CAM) and learn specific sales strategies related to the world of CRM for fundraisers.
• Continuing Education and Authorization Verification. Annual skills and certification verification, authorization review, and educational updates sustain continued customer satisfaction and success of future engagements.
• Annual Business Plan. With assistance from your CAM, you will engage in a planning process to help make the most of your Compass partnership.
• Pipeline Development and Forecasting. Your CAM will collaborate with you to develop opportunities and forecast revenue.

Opportunities

• Leads for Resale and Service Opportunities. Your assigned CAM will provide assistance in building and expanding your Compass business.
• Eligible to Receive Subcontracted Services from Compass. Opportunities for subcontracted services with current Compass clients may be provided.
• Eligible to Earn Incentives on Software Assurance Renewals. This additional revenue opportunity encourages lifelong customer relationships as you maintain and grow your Compass customer base.
• Eligible to Provide Level 1 Customer Support. Enhance your revenue on all engagements and enable account control by offering first line support (additional Compass contract required).

Sales and Technical Support

• Pre- and Post-Sales Support. Support is available through your assigned CAM and Technical Service Manager (TSM).
• Expedited Technical Support Access. All Compass resellers are given priority in the support queue.

Marketing Support

• Access to Compass Marketing Team. As an added benefit, Compass resellers can seek assistance from the Compass marketing team for co-brandable collateral, search engine optimization (SEO) guidance, event preparation assistance, and Web content recommendations for marketing Compass CRM™ for Fundraisers.