Negotiate the base before the percentage
The September calls support a licence-receipt structure, not an accepted fee. This sheet separates what was discussed, what was only illustrative, and what remains to be decided.
Supported discussion baseline
- Use cash actually collected by DanubiSoft for eligible licence receipts as the proposed base.
- Keep support, maintenance, implementation, and services outside the default commission base.
- Keep a possible one-off qualified-partner fee separate from ongoing commission.
- Model a longer relationship with explicit review and survival terms. Do not invent a 24-month cut-off.
- Apply the partner split once. Do not deduct reseller retention twice.
Not agreed: percentage, one-off amount, trigger, duration, renewals, reporting, payment deadline, and post-termination treatment.
Synthetic sensitivity
Two fully paid sales at 100,000 currency units each, 50% DanubiSoft share, and 100,000 total eligible licence receipts. Support and services are excluded. Agency cost is an illustrative 5,000.
| Illustrative option | Eligible receipts | ClientsFlow receipts | Cash timing | Zero-sales downside |
|---|---|---|---|---|
| 5% ongoing | 100,000 | 5,000 | day 60 | 0 receipts and 5,000 cost |
| 10% ongoing | 100,000 | 10,000 | day 60 | 0 receipts and 5,000 cost |
| 15% ongoing | 100,000 | 15,000 | day 60 | 0 receipts and 5,000 cost |
| 5% plus 5,000 one-off | 100,000 | 10,000 | fee trigger open, tail day 60 | 0 if trigger is unmet and 5,000 cost |
Test fixtures only: these numbers are not prices, forecasts, or a recommended accepted deal.
Five attribution cases
New partner
Register before substantive contact. Commission applies only after acceptance and collection of eligible cash.
Old unanswered outreach
May remain eligible. Historical silence alone is not an active relationship.
Active relationship
Reject or carve out with dated evidence unless the parties assign incremental scope.
Later customer sale
Attribute only inside the written term, with customer linkage and collected eligible receipts.
Termination
Stop new registrations. Existing accepted registrations follow the written survival clause only.
Decisions for the meeting
- Define eligible licence receipts and adjustments.
- Choose the percentage or role schedule.
- Define the one-off fee event, if any.
- Set duration, renewals, and later-sale treatment.
- Define active relationship, registration evidence, and duplicate handling.
- Name reporting and payment owners with deadlines.
- Write the survival rule for termination.