eJOURNEY · PARTNER KIT
eJourney's partner program is built on a single conviction: if our partners build sustainable business on top of ours, customer outcomes improve and both sides grow. Two structural choices follow from this:
The product context: eJourney is a Learning Experience Platform (LXP) in the AI era — LMS foundation + 3 pillars (GapAnalyzer · AI Assessment · Content Creation) running the learning loop. APICTA 2024 winner, validated by Universitas Kristen Petra, 100% Yayasan Petra-owned (50+ tahun rekam jejak), 4 paten HKI, 471+ institusi.
| Dimension | Channel 1 · Referral | Channel 2 · VAD (wholesale) |
|---|---|---|
| Who fits | Agencies, consultants, complementary vendors, board introductions — anyone who can intro a qualified lead | Established Indonesian B2B distributors, systems integrators, learning consultancies with delivery teams |
| Effort required | Low — make the intro, register the lead in CRM, step back | High — full sales motion + Layer 2 services delivery + ongoing account management |
| Reward structure | 10% Y1 default · 15% Y1 above Rp 3 M cumulative/yr · one-time finder fee on software revenue only | 20% / 25% / 35% wholesale margin (Standard / Accelerator / Elite) · flat every year · plus Layer 2 services revenue at partner pricing |
| Lead protection | 60 days from CRM registration | 90 days from CRM registration |
| Customer ownership | Vendor owns relationship · partner gets paid finder fee | Partner owns relationship · partner is customer-facing brand |
| Eligibility barrier | Low — sign light agreement | High — certification (sales + technical + services) required before wholesale access |
Single attribution default: each deal has one commission stream. Lead originator (first registered partner in CRM) gets paid. No double-dipping across the two channels. See Section 5 for handover safety rule if a split is needed.
Three tiers based on annual commitment. Margin flat every year — no Y2 step-down. Plus +MDF (Market Development Funds) accrued as % of customer software revenue, claimable for co-marketing activities.
Wholesale price ladder by tier (software-only, partner adds Layer 2 services on top):
| Retail (customer list) | Standard wholesale | Accelerator wholesale | Elite wholesale |
|---|---|---|---|
| 🌱 Essentials · Rp 250K/user/bulan | Rp 200K | Rp 187,5K | Rp 162,5K |
| 🌳 Growth · Rp 200K/user/bulan | Rp 160K | Rp 150K | Rp 130K |
| 🏛️ Enterprise · Rp 150K/user/bulan | Rp 120K | Rp 112,5K | Rp 97,5K |
Every customer deal has two cleanly separable revenue layers. Customer sees one bundled price and one accountability line; behind that, vendor and partner each own a layer.
| Layer | What's in it | Delivered by | Monetized by |
|---|---|---|---|
| Layer 1 · Software License | CanPlus LMS (or BYO LMS integration) · all 3 pillars (GapAnalyzer · AI Assessment · Content Creation) · platform delivery + hosting + updates + feature roadmap · tier-2 product escalation | eJourney | Partner resells at wholesale margin |
| Layer 2 · Services | Implementation + go-live (1–2 bulan) · admin training (2 jam + ongoing) · onboarding karyawan + change management · modul kustom build (self-build OR sub-contract to eJourney content team) · tier-1 support · ongoing CSM + QBR · custom integration + workflow development | Partner | Partner-set pricing — typically 20–40% of software value as one-time implementation + ongoing managed services at partner's monthly/quarterly rate |
Real customer deal example — Growth tier × 1.000 users × VAD Elite partner:
| Component | Annual value | Goes to |
|---|---|---|
| Software license retail (Rp 200K × 1.000 × 12) | Rp 2,4 Miliar | Partner collects from customer |
| Partner Layer 2 services Y1 (implementation + onboarding) | Rp 300–500 jt | Partner keeps (one-time) |
| Partner ongoing managed services (Y1 + recurring) | Rp 25–50 jt/user | Partner keeps (recurring) |
| Wholesale partner pays eJourney (Rp 130K × 1.000 × 12) | Rp 1,56 Miliar | eJourney revenue |
| Partner gross margin Y1 | ≈ Rp 1,19 Miliar (43% of total deal) | Partner |
Default rule: registered partner gets paid. Referral introduced → Referral keeps 10% (or 15% above Rp 3 M cumulative). VAD does not receive commission on that specific deal. VAD registers other accounts. This is the industry-standard single-attribution model.
If split is needed (Referral introduces + VAD closes — rare but happens):
Either route, the commission base is software revenue only (Layer 1), not Layer 2 services. Services revenue belongs entirely to the partner delivering services — not shared with the referrer who introduced.
Wholesale economics let partners maximize software margin while under-investing in services. Customer experience erodes, vendor brand suffers, your book of business compounds slower. These 5 mitigations protect against this — and they're non-negotiable conditions for VAD wholesale access.
Standard / Accelerator / Elite each require passing a certification exam covering sales + technical + services delivery. No certification = no wholesale access. Renewed annually with updated curriculum reflecting product changes and Indonesian B2B context. See Section 7 for onboarding timeline.
Partner reports customer NPS quarterly to eJourney commercial owner. NPS < 7 across 2 consecutive quarters → tier downgrade or program exit. Customer NPS dashboard visible to commercial owner for all partner-led accounts.
Each VAD tier commits to minimum service standards in partner agreement:
Standard: response < 24 jam business hours · monthly check-in · implementation within 2 bulan
Accelerator: response < 8 jam · bi-weekly check-in · implementation within 1,5 bulan · QBR included
Elite: response < 4 jam · weekly check-in · implementation within 1 bulan · QBR + on-site visits
eJourney maintains support@ejourney.id accessible to all customers regardless of channel. If partner support fails, customer can escalate directly to vendor. Every escalation is logged + reviewed with partner; pattern of escalations triggers mitigation 5.
Commercial owner reviews each partner against customer outcomes — retention, expansion, NPS, escalation rate, certification freshness — not just revenue volume. Tier maintenance is outcome-based. Volume-only partners with poor customer outcomes get downgraded regardless of revenue contribution. This is the structural reason wholesale economics survive: programs that don't review for outcome quality drift to software-flipping.
Pre-certified partners can register Referral leads from day 1. VAD wholesale access requires passing certification — typical 4-week path:
Bila Partner LMS belum live (sebelum Q3 2026): onboarding via hybrid cohort — 2 hari workshop live dengan sales enablement lead + commercial owner mengajar Modul 1-8 langsung. Kapasitas 3-5 partner per cohort. Quarterly cohort sampai LMS launched.
Ongoing post-cert training: weekly deal coaching call dengan sales enablement lead untuk first 90 hari · monthly pipeline review · Quarterly Business Review dengan commercial owner · Annual Partner Summit (2 hari, Surabaya/Jakarta) dengan masterclass dari top performer.
Co-sell handoff steps — same flow for both Referral and VAD, only commercial structure differs:
Operating cadence — what to expect throughout the year:
| Frequency | Activity | Partner involvement |
|---|---|---|
| Weekly (first 90 hari post-cert) | Deal coaching call | 1 hour, sales enablement lead reviews active pipeline |
| Monthly | Pipeline review | 30 min, partner team + sales enablement lead |
| Quarterly | Quarterly Business Review (QBR) | 2 hours, partner principal + commercial owner |
| Annually | Annual outcome-based review | Half day, full program audit + tier maintenance decision |
| Annually | Partner Summit (Surabaya/Jakarta) | 2 days, all partners + product roadmap + masterclass |
Commission disputes (typically lead-attribution between 2 partners):
| Step | Decision maker | Resolution time |
|---|---|---|
| Operational layer. Commercial owner review CRM evidence (registration date, first-contact, prior relationship) | Commercial owner | 72 jam |
| Appeal layer. Losing partner can appeal once on factual dispute with updated evidence | Commercial owner (re-review) | 5 hari kerja |
| Strategic escalation. Territorial conflict between Elite partners → joint decision | Commercial owner + founder | 1 minggu |
Tier maintenance — quarterly green/yellow/red signal review per partner:
| Signal | Trigger | Action |
|---|---|---|
| 🟢 Green | Hit quota + NPS ≥ 7 + zero escalation pattern | Tier maintained · eligible for upgrade if quota threshold crossed |
| 🟡 Yellow | Quota miss OR NPS 5-6 OR isolated escalations | Partner meeting · root-cause + rescue plan in 30 hari |
| 🔴 Red | 2 consecutive yellow quarters OR NPS < 5 OR escalation pattern | Tier downgrade OR program exit (commercial owner decision) |
What eJourney provides to make Layer 2 services partner-deliverable:
commission-structure.html (canonical economics quick-reference, A4 single page) · sales-kit-FEATURES.html (customer-facing feature documentation) · sales-pitch-deck.html (45-min customer pitch deck) · pricing-one-pager-*.html (per-tier customer handouts).