PARTNERSHIP MODELS
Five ways to work together.
01
Referral Partner
Introduce customers with Microsoft technology requirements. Braintree works through the opportunity and delivery.
02
Agent
Represent Braintree in your market and stay involved through the sale, with commercial and delivery support.
03
Reseller
Bring the Braintree portfolio to your customer base, with the commercial model agreed during onboarding.
04
Strategic Delivery Partner
Co-deliver Microsoft projects with Braintree. Agree responsibilities, project scope and delivery ownership.
05
Braintree Solutions Partner
Build your product on Microsoft and work with Braintree around the Azure, platform and licensing requirements.
One portfolio to build around.
Products and services
Explore Microsoft 365, Azure, Dynamics 365, security and managed support alongside devices and rentals.
Explore the portfolio
Scope and commercial terms
Confirm the model, responsibilities, revenue arrangements and support available during onboarding. The application is a starting point for vetting and discussion.
Review the partner application
From application to working relationship.
01
Provide your company, contact and partnership details.
02
Braintree reviews the application and supporting information.
03
Discuss the model, responsibilities and commercial terms.
04
Agree the partner arrangement and the next opportunity.
01
Choose the partnership around your contribution to the customer.
The useful distinction between partner models is the work you intend to own. A trusted advisor may introduce a qualified opportunity. An account manager may remain involved throughout the sale. A delivery practice may contribute implementation capacity. A software business may need Microsoft infrastructure and licensing around its own product. Start with that role before comparing commercial terms.
Braintree describes referral, agent, reseller, strategic delivery and solutions partnership routes across devices, rentals and Microsoft business services. The onboarding discussion should turn the selected model into a working arrangement: who qualifies the opportunity, who prepares the solution, who presents the quote and who remains accountable to the customer during delivery.
02
Make the first opportunity usable.
Describe the customer need in operational terms: systems being replaced, a process that is failing or a capacity requirement. Include the decision owner and the reason the work is being considered.
Identify the current Microsoft estate and incumbent support arrangements where known. Separate verified facts from assumptions so the solution team can focus discovery on the gaps.
Clarify the customer relationship and permission to introduce the opportunity. Record which contacts may be approached and how the partner remains included in customer communication.
For co-delivery, describe your team’s proposed work, dependencies and availability. For a software solution, explain application ownership, tenant boundaries, licensing dependencies and the support required around the product.
03
Agree the split before the customer relies on it.
Responsibility
What to record
Opportunity and communication
The registered opportunity, account contacts, ownership of updates and how related opportunities are handled.
Commercial administration
Who issues the quote and invoice, applicable commission basis, payment trigger and the treatment of renewals or scope changes.
Delivery and acceptance
Work assigned to each party, dependencies, customer inputs and who approves completed deliverables.
Support and escalation
The customer’s first contact, technical escalation route, handover evidence and responsibility for ongoing changes.
04
Sell the scope you can substantiate.
Use a case story to explain a relevant business problem and the work Braintree performed. An enterprise finance transformation can establish useful delivery context, but it does not prove that every partner opportunity needs the same architecture. A packaged product and a custom programme should retain their distinct scope.
Partner access to Braintree materials does not make a historical result a guarantee for another customer. Proposals should identify the products, services and assumptions actually included. Use approved brand materials under the agreed usage rules, and keep technical commitments and commercial terms aligned with the Braintree proposal.
EVIDENCE & DOCUMENTATION
See the work in context.
BEFORE YOU DECIDE
