Partner Program Guide

Built for the Modern Data Stack. Designed for Impact.

September 1, 2025

1. Welcome to the Posit Partner Program

The Posit Partner Program is designed for organizations that help enterprises unlock insights, scale responsibly, and operationalize open-source innovation. Whether you deliver data science solutions, drive adoption, or embed Posit into broader platforms—our program meets you where you are and rewards you for what you do best.

We work with a broad group of partners who share our standards for customer success, technical excellence, and open-source values. In return, we invest in your growth through:

• Training and technical enablement

• Co-selling and commercial incentives

• Visibility across the Posit ecosystem

• Dedicated partner management and support

Transparency + Trust:

We may not always get it right, but you’ll always know where we stand.

• Mutual Accountability:
◦ Operate as an extension of each other’s team.

• Simplicity + Scale:
◦ Clear incentives, predictable rewards, we grow together.

2. Program Structure

Partner Tracks

Posit supports three distinct tracks—each reflecting how partners drive impact across the customer lifecycle:

1. Commercial Partners
Resell and referral partners that accelerate adoption and simplify procurement.

2. Delivery Partners
Partners that implement, extend, and support Posit deployments.

3. Technology Partners (Invite-Only)
ISVs and MSPs that integrate or embed Posit into the modern data stack.

Tiers: Core and Premier

Each track has two tiers:

• Core: Entry point with baseline requirements and benefits.

• Premier: Recognition for high-impact partners who meet clear performance thresholds.

3. Give/Get Philosophy

Our program is built on mutual accountability.

What You Give

• Complete required training

• Participate in registered deals, delivery, or integrations

• Demonstrate proof of performance (deployments, influence, integrations)

• Engage in QBRs, forecast sharing, and partner planning

What You Get

• Sales and technical enablement toolkits

• Deal protection, referrals, roadmap access

• Commercial incentives and backend payouts

• Escalation paths and assigned Partner Manager

4. Track Overviews

Commercial Partners

Drive pipeline and revenue through resell and referral.

Core Benefits	Core Requirements
Deal registration	Onboarding training
Margins (20% registered resell, 10% co-sell, 10% referral, 5% fulfillment)	1+ new deal registration per quarter
Listing on Posit website	QBR participation

Premier Benefits	Premier Requirements
Up to 30% margin on resel	$500K+ influenced ARR annually
Co-marketing	2+ GTM campaigns
Roadmap briefings	Forecast sharing
Dedicated Partner Sales Manager

Delivery Partners

Implement and support Posit deployments and integrations.

Core Benefits	Core Requirements
Escalation paths	2+ deployments annually
Partner directory listing	Tier 1 training
Services support SLA	2 certified staﬀ
	Documented use cases

Premier Benefits	Premier Requirements
Eligible to deliver Posit-branded services	10+ deployments annually
Priority services leads	Tier 2 training (K8s, CI/CD)
Advisory board access	5+ certified staﬀ
Partner Success management	Complex architecture capabilities

Technology Partners (Invite-Only)

Integrate or embed Posit into platforms and ecosystems.

Core Benefits	Core Requirements
Dev/test licenses	1+ customer live
Integration support	Integration compatibility
Validation with Posit architect	Onboarding completion

Premier Benefits	Premier Requirements
Joint GTM	Commercial impact proven (embedded deals, influenced revenue)
Public reference/case study	YoY growth
Roadmap briefings	Advanced training
Advisory board access	Customer reference

5. Unlocking Premier Status

Premier status is awarded to partners who deliver measurable impact and invest in our joint success.

Commercial Partners

• $500k+ annual influenced value

• Consistent deal reg

• GTM Campaigns

• Forecast sharing

Delivery Partners

• 10+ deployments annually

• Advanced training

• 5+ certified staff

• Complex architecture capabilities

Technology Partners

• Demonstrated commercial impact

• YoY growth

• References

• Advanced integration training

Premier Benefits (All Tracks):

• Highest commercial incentives (up to 30% margins for Commercial)

• Priority lead routing (Delivery)

• Joint GTM and strategic oﬀerings (Technology)

• Roadmap access and advisory board participation

• Dedicated partner success support

• Public recognition and sales kickoﬀ showcase

6. Commercial Model

Motion / Partner Role	Partner Actions	Posit’s Role
Resell Partner (Deal Reg)	Sources + registers, co- sells, transacts	Full support, no direct selling. Deal protection.
Referral Partner (Deal Reg)	Refers lead, shares context	Posit owns cycle
Resell (No Reg, Active Co-Sell)	Co-sells, no reg	Acknowledge partner
Fulfillment Only	Processes contract	Provides pricing/ legal
Renewal Support	Owns renewal, expansions	Supports CS + pricing

Payout/Margin

Tier	Fulfillment	Co-sell	Sourced/ Deal Reg	Renewals (Standard)	Renewals (Sourced)
Core	5%	10%	20%	5%	10%
Premier	5%	20%	30%	5%	10%

7. Sales Motions

Deal Registration

Partner-initiated sales lead. The Partner identifies and submits a qualified sales opportunity for a New Logo or Expansion order to Posit.

• Eligibility: The Partner must have a valid, current Agreement with Posit and comply with the Deal Registration Program requirements.

• Validation: A deal is considered registered once Posit approves it in writing (e.g., via CRM approval or email confirmation).

• Commercial Treatment: Approved Deal Registrations are eligible for higher discounts, as listed in Section 6: Payout/Margins.

Note: For full deal registration details, see Addendum: Deal Registration at the end of this document.

Fulfillment

Posit-initiated sales lead. Posit identifies the sales opportunity and requests that a Partner transact the order.

A deal will also be considered Fulfillment if:

• The Partner submits a registration for an opportunity that is already an active Posit pursuit (by Posit directly or another Partner with an Approved Deal Registration).

• The opportunity is with a current Posit customer where material sales activity is already in flight at the time of submission.

• Commercial Treatment: Fulfillment opportunities are eligible for standard reseller margin/discount only, as listed in Section 6: Payout/Margins.

Co-Sell

Joint sales engagement where both Posit and the Partner contribute materially to the sales cycle.

A deal is considered Co-Sell if the Partner:

• Actively leads at least one key stage of the sales cycle (e.g., discovery, demo, technical validation, or commercial negotiation),

AND

• Influences 50% or more of the customer-facing eﬀort in that stage (e.g., leading or jointly delivering a demo/pitch, driving technical discussions, presenting deployment approach).

• Commercial Treatment: Co-Sell deals are eligible for higher margins than Fulfillment deals, but lower than Approved Deal Registrations, as listed in Section 6: Payout/Margins.

Renewals

Continuation of an existing Posit license with no material change in scope (same product, same account, same general deployment).

• Eligibility: Renewals are not eligible for Deal Registration or Co- Sell. If a renewal includes a material Expansion, only the incremental expansion portion may qualify for Deal Registration or Co-Sell.

• Validation: Renewals may be transacted through a Partner if the Partner holds a valid, current Agreement with Posit.

Commercial Treatment:

• Renewal transactions are eligible for standard Renewal margin.

• If the renewing customer was originally sourced and registered by the same Partner (Approved Deal Registration at initial sale), that Partner is eligible for additional margin uplift on the renewal (“Sourced Renewal Margin”).

• If a diﬀerent Partner transacts the renewal, only the standard Renewal margin applies.

NFR Subscriptions

Partners will be provided with not-for-resale subscriptions (NFRs) to Posit products upon request. These subscriptions are intended to be lab/demo subscriptions to showcase Posit’s professional products and are oﬀered as follows:

• Workbench Advanced - 10 Named Users

• Connect Advanced - 100 Named Users

• Package Manager Advanced

8. Maintaining Status

• Premier reviewed annually during QBRs and compliance checks

• Core partners expected to sustain training, activity, and playbook standards

• Partners falling below thresholds may return to Core but can re- earn Premier by meeting requirements again.

9. Partner Enablement

Posit’s enablement framework ensures every partner is equipped to represent our products, deliver customer success, and scale their own business.

Enablement Framework

Area	What It Includes	Who It’s For
Sales Enablement	Pitch decks, competitive positioning, pricing guides, objection handling, customer success stories, and “Why Posit” messaging.	Commercial Partners
Technical Enablement and Certifications	Hands-on labs, architecture deep- dives, and shadowing through the Posit onboarding process.	Delivery Partners
Technology/MSP Enablement	Dedicated sessions for Managed Service Providers to work directly with Posit’s technical and product teams: • Platform integration architecture and API alignment • Usage telemetry and reporting frameworks	Technology Partners
Partner Portal Access	Centralized hub for training, deal registration, enablement materials, co- marketing assets, and support tickets.	All Partners
Lifecycle Enablement Path	Onboard → Train → Co-Sell → Co- Market → Scale → Renew	All Partners

10. Co-Marketing and Market Development Funds (MDF)

Posit partners gain visibility and demand-generation support through coordinated co-marketing initiatives.

Current-State Co-Marketing

Eligible activities include:

• Joint webinars, workshops, or roundtables

• Partner-authored blogs or case studies

• Inclusion in Posit’s Partner Spotlight and monthly newsletters

• Opportunities at Posit Conference and community events

All co-marketing must be approved by the Posit Partner team and Posit Marketing team and must follow brand guidelines.

Future-State MDF

As the program matures, Premier partners will gain access to proposal-based MDF. Funds may be used for regional campaigns, events, paid media, or content syndication. MDF guidelines and submission templates will be published in the Partner Portal.

11. Governance and Operating Cadence

Clear governance ensures partners have predictable engagement and consistent alignment across sales, delivery, and marketing.

Activity	Frequency	Purpose
Partner Onboarding Review	Within 30 days of agreement	Confirm enablement, pipeline goals, and activation milestones
Quarterly Business Review (QBR)	Quarterly	Review performance, forecast, and joint initiatives
Annual Planning Session	Annually (Q4)	Establish growth targets and investment priorities
Partner Advisory Board	Semi- Annually	Strategic feedback on roadmap and program
Escalation Path	Ongoing	Partner Manager → Head of Channels → VP of Partnerships → Executive Sponsor

12. Partner Code of Conduct and Remediation

Posit expects all partners to operate with integrity, transparency, and professionalism.

Core Principles

• Integrity: Comply with all laws and ethical standards.

• Customer First: Prioritize joint customer outcomes.

• Respect and Professionalism: Foster an inclusive and collaborative environment.

• Confidentiality: Protect non-public Posit and customer information.

• Brand Alignment: Use Posit branding only as authorized.

• Compliance: Adhere to all data-protection, export, and anti- corruption laws.

Remediation

Posit reserves the right to suspend or remove partners for non- compliance, misrepresentation, or conduct inconsistent with Posit values. Reinstatement may occur upon corrective action and approval from Channel Leadership.

13. How to Get Started: Activation Checklist

1. Execute the Posit Partner Agreement

2. Receive Partner Portal credentials.

3. Complete required onboarding training.

4. Attend welcome session with the Partner Team.

5. Register your first deal or deployment within 90 days.

6. Schedule initial QBR to review pipeline and goals.

Activation Timeline: Typically 2–4 weeks from agreement to active status. Resources and training materials are available in the Partner Portal.

14. Legal and Commercial Terms

The Posit Partner Program is governed by the Posit Partner Agreement and related addendums. The following summary highlights key legal and commercial terms; the full agreement remains the controlling document.

Program Governance

Posit may revise or terminate the Partner Program at any time, with or without notice.

• Posit will endeavor to notify affected partners by email using the address on record.

• Posit also reserves the right to terminate a partner’s participation in the program upon termination or expiration of the partner’s agreement with Posit, or in Posit’s sole discretion with at least 30 days’ prior written notice.

• Posit shall have no liability to any partner for any termination or revision of this program, or for termination of a partner’s participation.

• Partners are solely responsible for all costs and expenses they incur in connection with participation in the program, including without limitation any marketing or enablement activities they undertake.

Core Legal Terms

• Confidentiality: All shared materials, pricing, customer information, and roadmap content are confidential and may not be disclosed without written consent.

• Compliance: Partners must comply with all applicable laws and regulations, including anti-bribery, export control, and data privacy obligations.

• Intellectual Property: Posit retains ownership of all intellectual property. Partners receive limited, revocable rights to market, integrate, and resell Posit oﬀerings in accordance with their Partner Agreement.

• Brand Use: The Posit name and logos may only be used as expressly permitted under brand guidelines and with approval from Posit.

• Termination Rights: Either party may terminate participation per the Partner Agreement. Immediate termination may occur for breach, misconduct, or non-compliance.

• Liability and Indemnity: Defined in the Partner Agreement. Partners must maintain appropriate insurance coverage and indemnify Posit from claims arising from their conduct or representations.

For full terms and conditions, refer to the Posit Partner Agreement and any applicable addendums governing your specific track (Commercial, Delivery, or Technology).

Addendum

Deal Registration

Posit Partners who have signed an Agreement and whose accounts are in good standing with Posit will have access to Posit’s Deal Registration Program in order to be eligible for higher discounts oﬀ of Posits’ list price for New and Expansion orders they identify and bring to Posit.

1. Submission of Deal Registrations; Approval Process

To register a sales lead, a Partner must comply with all of the following:

a. The sales lead must meet the deal registration criteria set out in Section 2: Deal Registration Criteria.

b. The Partner must submit the sales lead to Posit for review using the Deal Registration Form here: https://pages.posit.co/partner- deal-registration.html

c. Each registration of a sales lead must represent a single sales lead with a single end-user. The Partner may not combine sales leads or end-user accounts for any purpose. The Partner must apply for a separate deal registration for additional or diﬀerent business opportunities with a sales lead.

d. The Partner must provide all known end- user and opportunity information, including without limitation:

• Company name, correctly spelled, no acronyms

• Customer First and Last Name

• Customer Business Email Address

• Customer Phone Number

• Timeframe to Close

• Posit Software (i.e., Workbench, Connect, Package Manager)

• Proposed Subscription Term

• Estimated number of Users

• Notes: i.e., use cases, competitors, etc.

The first Posit partner to submit a sales lead registration form with complete and accurate information and that complies with all requirements set forth herein will be eligible for approval of the sales lead by Posit.

Posit will notify the Partner by email that the sales lead registration is approved, and the sales lead has been registered (“Approved Deal Registration”), or that the sales lead registration has been declined (“Denied Deal Registration”). Posit will strive to notify a Partner of its decision within one (1) business day but notification may take longer.

Eligibility At-a-Glance:

• Not actively pursued by Posit at time of submission

• Not already registered by another partner (with exceptions)

• Not subject to published public tender

• Annual subscription, 12+ months

• Complete, accurate information provided

• Term: Valid for 90 days, extensions possible

Exceptions: Posit may deny or rescind registration for inactivity, quoting competitor products, legal obligations, lack of fulfillment capability, or breach of program rules.

2. Deal Registration Criteria

A sales lead is not eligible for deal registration with Posit unless the sales lead meets all the following criteria as determined in Posit’s sole discretion.

a. The sales lead is not being pursued directly by Posit at the time the Partner submits the registration. In certain circumstances, despite Posit indicating a direct pursuit of a sales lead, the Partner may reach out to Posit (or Posit may reach out to the Partner) to discuss collaboration on the sale.

b. The sales lead is not registered by another Posit partner. However, in certain circumstances, Posit may grant registrations to multiple partners for the same sales lead, if Posit determines it is required by local laws.

c. The sales lead is not the subject of a Public Tender that has been published; provided, however, that before the Public Tender has been published, the Partner shall be eligible to register the sales lead. “Public Tender” means a request for proposal (RFP), invitation for bid (IFB), indefinite delivery indefinite quantity (IDIQ), or similar public sector tender process that is subject to public procurement laws or regulations.

d. The sales lead is for an annual, non-cancellable subscription to the Posit products and/or services with a minimum term of twelve (12) months.

e. The Partner has provided suﬃcient information when registering the sales lead to allow Posit to determine whether the Partner is well positioned to service the sales lead and whether to approve the registration, including without limitation suﬃcient information with respect to the Partner service, and timing of the Partner services, to be provided by Partner to the customer.

f. The sales lead is for a New customer or Expansion customer. Registration is not granted for Renewals.

3. Deal Registration Term

Each Approved Deal Registration will be valid for ninety (90) days beginning from the date of Posit’s notification to the Partner of approval (“Registration Term”). In its sole discretion, Posit may grant an extension or renewal of the Registration Term.

After expiration of the Registration Term, Partner may submit a new deal registration form and restart the deal registration process.

4. Exceptions

4.1. Exceptions for Posit quotes and bids

Notwithstanding anything to the contrary herein, Posit may, in its sole discretion, quote or bid the Posit products, and sell subscriptions to the Posit products, for any sales lead with an Approved Deal Registration for any reason, including without limitation in any of the following scenarios.

a. The customer requests that Posit quote or bid on the deal or requests that Posit sell the subscription to the customer directly.

b. The customer is a current “active” customer of Posit directly for the Posit products included in the Approved Deal Registration. A customer is considered “active” if Posit products were sold to the customer by Posit directly in the three (3) months immediately preceding the date of the Approved Deal Registration.

c. The customer has rejected the Partner’s bid or quote.

d. The customer uses Posit’s online resources, such as Posit’s website to receive pricing or purchase the products from Posit.

e. The Partner does not close the deal within the Registration Term, and no extension or renewal of the Registration Term has been granted by Posit. A deal is considered “closed” when Partner executes Posit’s standard order form for the resale of the products to the customer specified in the registration form and pays Posit all amounts due thereunder.

f. The sales lead is the subject of a Public Tender.

g. Any of the scenarios set forth in Section 5. (Deal Registration Exceptions).

5. Deal Registration Exceptions

Posit may, in its sole discretion, deny, remove, rescind, suspend, or terminate any Approved Deal Registration or Partner’s participation in the Deal Registration Program in any of the following scenarios:

a. The Partner is not actively working the deal or has been inattentive to the customer's needs (for example, by failing to respond to the customer’s or Posit’s communications).

b. The Partner does not lead with or quote the Posit products identified in its registration form.

c. The Partner quotes a competitor's product or service for the opportunity.

d. The Partner does not include Partner services with the order for Posit products for the customers it submits to Posit for registration.

e. Posit is under a legal or contractual obligation to quote or bid on the deal, or if failure to quote or bid on the deal could subject Posit to legal liability (as determined by Posit in its sole discretion).

f. A Public Tender is issued only to a licensor (such as Posit), calls for submissions only from licensors (such as Posit), and/or excludes the Partner from submitting a bid.

g. The Partner is not able to fulfill the deal or provide support for the customer (for example, by failing to have suﬃcient credit available for the deal, if the customer refuses to work with the Partner, or, with respect to government deals, if the Partner doesn’t possess the required security clearances).

h. The customer chooses to fulfill its bid requirements under a contract vehicle which is not held by the Partner, or in a manner that prevents the Partner from being able to fulfill such requirements.

i. The Partner’ account has been placed on hold by Posit or the Partner has been late in paying undisputed invoices.

j. It is determined that the customer opportunity is already registered to another Posit partner.

k. The Partner (1) is in breach of the Professional Services Partner Reseller Agreement, (2) has engaged in any activity that impairs the integrity of the Posit Partner program or this Deal Registration Program, (3) has submitted information that is inaccurate, incomplete, misleading, or fraudulent, or (4) has engaged in conduct that causes damages, embarrassment, or adverse publicity to Posit, in each case as determined by Posit in its sole discretion.

l. For any other reason as Posit shall determine in its sole discretion.

6. Deal Registration and Communications

Deal registration does not prohibit Posit from circulating marketing and other promotional materials to customers with Approved Deal Registrations as a part of marketing communications the customer has signed up for or has not opted out of or from providing support services or other services to a customer with respect to a customer’s subscription to Posit products.

7. Termination; No Liability

Posit may terminate or revise this Partner Program at any time with or without notice, but shall endeavor to notify the aﬀected Partners by email at the email address Posit has on record. Further, Posit shall have the right to terminate a Partner’s participation in this Partner Program upon termination or expiration of the Partner’s Professional Services Partner Reseller Agreement with Posit or in Posit’s sole discretion with at least 30 days prior written notice to Partner.

Posit shall have no liability to a Partner for any termination or revision of this Partner Program or for any termination of a Partner’s participation in the Partner Program . The Partner is liable for all costs and expenses it incurs with respect to the Partner Program including without limitation with respect to any marketing eﬀorts it undertakes.

—End—

Legal Menu

Partner Program Guide