THE FIRST WIN / THE EVIDENCE TO REPEAT

Partner Opportunity
Decision Scorecard.

Make the first joint win worth the margin. Decide what Reclaim gains, what must be proven and who owns the next move.

Starting example · no opportunity assumedSupplied SHI relationship: GreenReclaim readiness: Unverified

Relationship strength and Reclaim readiness are independent. SHI is a starting route to test; its supplied history does not establish sponsorship or qualify another partner.

Use account aliases and role labels. Keep personal contacts and sensitive deal evidence in the private VAR Directory or approved CRM; record references here. Exports include every entered value. Review any copy before sharing. Nothing entered here is sent to Reclaim or a partner.

DECISION AT A GLANCE

Earn the right to co-sell.

Growth phase

Validate

Qualify the opportunity before committing resources.

Record evidence, controls and leadership decisions for the selected scope.

Record decision ↓

Account alias: To be selected
Working route: SHI security practice / account seller
Evidence gates: 0 of 7 cleared
Next inspection: Not scheduled

Recorded decision: Validate

Phase 1 requires a customer-ready, authorized joint scope. Full program maturity is not a prerequisite for a bounded first win.

GivonnOwn the route, evidence and recommendation

HaiApprove commercial terms and bounded investment

StephenCommit the account, AE / SE capacity and milestones

WHAT’S IN IT FOR RECLAIM?

Four outcomes. Evidence before expansion.

Inspect the evidence ↓

Green ConfirmedAmber Owned gapRed BlockerGray Unassessed / unsubstantiated

No weighted total. Strong access cannot cancel a critical blocker. Color reflects recorded evidence, not independent verification or vendor approval.

PROTECT THE CUSTOMER AND THE COMMERCIAL OUTCOME

Top risks & controls

0 of 3 assessed

These are risks to test, not findings about SHI or Reclaim. Record the control, owner and trigger to stop or change route.

QUALIFY THE CURRENT PHASE

Evidence gates

7 required for Phase 1

Every cleared gate needs a dated evidence reference, accountable owner and next action. Later-phase gates stay visible without blocking the first approved joint scope.

Preserved legacy worksheet record

Earlier checkmarks are retained as claims to review, not promoted to verified evidence. Original entries remain in exports.

Prior combined evidence notes

THE WORKSHEET BEHIND THE DECISION

Account, contribution & economics

Keep the record concise. Start with the supplied relationship history and add actual customer and partner evidence.

Access and routeSupplied SHI history, working route and next action

Access and route

Existing history establishes a way to start the conversation. It does not establish Reclaim sponsorship.

Working routeReclaim opportunity ID or aliasSupplied relationship evidenceAccountable route ownerNext action dueNext actionFallback if SHI cannot contribute

Customer needBuying evidence and acceptance criteria

Customer need and buying evidence

The customer problem must be real even if the partner gap looks attractive.

Reclaim AE / customer sponsor roleCustomer decision dateProblem, impact and reason to actReclaim use-case hypothesis and technical proofCustomer acceptance criteriaOpportunity sourceEvidence reference and date

Partner contributionFirst-deal work, future sourcing and account ownership

Partner contribution and ownership

Make the first contribution explicit. Keep the promise of future sourcing separate.

Partner seller and executive sponsor statusPartner vendor approval ownerCapability gap confirmed by the partnerContribution to this opportunityCommitment to the next opportunityReclaim ownership and approved transaction route

Better Together sales playJoint customer value, seller incentive and proof for the selected ecosystem

A joint story earns consideration; supported technical proof and accepted seller action earn activation. Keep integration, commercial eligibility and field engagement separate.

Ecosystem motion to qualifyApproved playbook / seller asset referenceBetter Together narrativeTechnical proof and incumbent overlapWhy this seller should engageJoint call to action

Selecting an ecosystem adds the narrative and technical proof to the Fit gate, and the seller incentive / joint action to the Seller gate. Phase 2 also requires an approved playbook reference. A marketplace listing is not evidence of co-sell eligibility or accepted field sponsorship.

Review the ecosystem narrative examples →

Review the MSP route and platform exclusions → For MSP plays, record tenant isolation, license / resale rights, delivery ownership and service contribution in the existing Fit, Vendor and Economics evidence gates.

EconomicsFirst-year contribution, direct comparison and stress case

Economics of the first year

Use approved inputs. Blank is unknown; enter zero only when the cost or fee is confirmed to be zero.

Net annual software price, USD Reseller share, % Marketplace cost, % of customer price VAD / TSD cost, % of customer price Reclaim delivery and support cost, USD Reclaim AE / SE effort cost, USD Partner delivery and selling cost, USD Reclaim minimum contribution, USD Stress: price reduction, % Stress: labor cost increase, % Direct route executable? Direct AE / SE effort cost, USD

Simplified first-year contribution, not accounting revenue, ARR or net profit. Enter effective marketplace and intermediary costs as percentages of net customer price, charged to Reclaim. Convert rates charged on a different basis before entry. For example, an illustrative 3% fee on a 75% wholesale price is 2.25% of customer price. Verify actual fee bases and payers, and include partner-paid costs in partner cost. Delivery cost is held fixed in the stress case; Reclaim effort and partner cost receive the labor uplift. Excludes tax, fixed overhead and renewal upside.

Input sources and commercial approvals

ACCOUNTABLE OWNERSHIP / APPROVED SCOPE

Make the decision explicit.

Givonn recommends. Hai approves the commercial scope. Stephen commits sales execution. Partner authorization and customer acceptance remain separate.

Givonn · Recommendation

Recommendation recordRecommendation date

Hai · Commercial approval

Approval recordApproval date

Stephen · Sales commitment

Commitment recordCommitment date

Approved scope and limitsStress-case decisionNext inspection dateStress-case rationale / controlLeadership decisionAccountable route ownerDecision conditions and next action

Proceed is not cleared.

Complete current-phase evidence, risk controls and leadership approval records first.

This is a recorded decision aid, not a digital signature or automatic authorization. When paid, record customer acceptance and closed-won separately. Preserve source attribution; do not count partner influence twice. Agree channel ARR measurement and its contribution to Reclaim’s $3M 2027 company revenue goal, with $5M as the stretch.

Partner OpportunityDecision Scorecard.