Strategic Partnership Framework

Partnership Portfolio Strategy

Tier 1: Technology Giants (Revenue Multiplier: 5x)

Google for Education Partnership

Strategic Value: R50M+ revenue potential

Partnership Structure:

• Google Workspace for Education integration
• Gemini AI co-marketing agreement
• Chrome Education preferred vendor status
• Google Cloud infrastructure partnership

Joint Value Proposition:

• "Gemini-powered AI tutoring exclusively through YeboLearn"
• "Google Workspace + YeboLearn = Complete AI School Solution"
• Bundle pricing: 20% discount when purchased together

Go-to-Market Activities:

• Co-hosted "AI in African Education" summit
• Joint case studies featuring transformation stories
• Google education consultant referral program
• Featured in Google Education marketplace

Revenue Model:

• Revenue share: 15% to Google on bundled deals
• Lead sharing: 100 qualified leads/month from Google
• Co-selling: Google reps introduce YeboLearn
• Expected deals: 20 schools/month

Success Metrics:

• 240 schools through Google channel Year 1
• R19.2M revenue from partnership
• 3x lower CAC than direct sales

Microsoft Education Partnership

Strategic Value: R30M+ revenue potential

Partnership Components:

• Microsoft Teams integration
• Azure AI services incorporation
• Surface device bundling program
• Office 365 Education alignment

Activation Strategy:

• Joint workshops at Microsoft offices
• Inclusion in Microsoft education catalog
• Azure credits for pilot programs
• Co-marketing at education events

Tier 2: Telecommunications Partners (Revenue Multiplier: 3x)

MTN Partnership

Strategic Value: R40M+ revenue potential

Partnership Framework:

• MTN Mobile Money payment integration
• Zero-rated data for YeboLearn platform
• Bundle offers: Devices + data + YeboLearn
• MTN Business channel distribution

Commercial Structure:

• Revenue share: 20% on telco-sourced deals
• Marketing fund: R100K/month co-investment
• Target: 5,000 schools in MTN footprint
• Exclusive telco partner for 12 months

Activation Plan:

• SMS campaign to 50,000 school contacts
• In-store promotion at 200 MTN shops
• Call center upsell program
• School connectivity packages

Value Creation:

• Reduced data costs for schools
• Mobile payment convenience
• Device financing options
• Technical support through MTN

Vodacom Partnership

Strategic Value: R35M+ revenue potential

Integration Points:

• Vodapay payment platform
• Vodacom Business solutions bundle
• IoT connectivity for smart campuses
• Cloud services infrastructure

Joint Initiatives:

• "Connected Classroom" program
• Teacher training sponsorship
• Digital literacy campaigns
• School competition sponsorship

Safaricom (Kenya Expansion)

Strategic Value: R25M+ revenue potential

Market Entry Strategy:

• M-PESA payment integration
• Safaricom Education bundle
• Local content adaptation
• Government relations support

Tier 3: Education Ecosystem (Revenue Multiplier: 2x)

EdTech Accelerators

Injini (Africa EdTech Accelerator)

• Mentorship and advisory
• R500K seed funding potential
• Portfolio company introductions
• Pan-African expansion support

Google for Startups Accelerator

• Cloud credits worth R1M
• Technical mentorship on AI
• Global network access
• Demo day exposure

Resolution Circle

• US market entry support
• International investor connections
• Enterprise sales training
• R5M Series A preparation

School Associations & Networks

Independent Schools Association of SA (ISASA)

• 700+ member schools
• Annual conference speaking slot
• Preferred vendor status
• Member pricing discount: 15%

National Association of School Governing Bodies (NASGB)

• Access to 27,000 schools
• SGB training integration
• Policy advocacy support
• Procurement framework inclusion

Catholic Schools Network

• 350 schools nationally
• Centralized decision making
• Bulk purchasing power
• Values-aligned messaging

Association of Private Schools

• Premium school segment
• Higher budget availability
• Innovation early adopters
• Reference customer potential

Tier 4: Government & Public Sector

Department of Basic Education (DBE)

Strategic Engagement:

• Pilot program in 50 schools
• Policy input on AI in education
• Teacher development programs
• Curriculum alignment support

Procurement Strategy:

• Provincial tender participation
• SITA (State IT Agency) approval
• BEE compliance optimization
• Public-private partnership model

Implementation Approach:

• Township schools priority
• Quintile 1-3 special pricing
• Teacher training certification
• Impact measurement framework

Provincial Education Departments

Gauteng Education

• 2,000+ schools
• R500M ICT budget
• Innovation mandate
• Pilot: 20 schools in Soweto

Western Cape Education

• 1,500+ schools
• Tech-forward approach
• Existing digital programs
• Integration opportunity

KwaZulu-Natal Education

• 6,000+ schools
• Largest provincial system
• Rural connectivity challenges
• Partnership with telcos crucial

Tier 5: Channel & Reseller Partners

System Integrators

Dimension Data

• Enterprise school customers
• Implementation services
• Technical support capability
• Commission: 15% of license value

BCX

• Government relationships
• School connectivity projects
• Managed services offering
• Revenue share: 20%

Datacentrix

• Education sector focus
• Training capabilities
• Support infrastructure
• Referral fee: 10%

Education Consultants

Individual Consultant Program

• Registration and certification
• Commission: R5,000 per closed deal
• Marketing support materials
• Lead registration system
• Quarterly performance bonuses

Consulting Firm Partnerships

• McKinsey education practice
• Deloitte education consulting
• PwC school advisory
• Strategic introduction fees

Partnership Revenue Model

Revenue Share Structure

Partner Type	Revenue Share	Upfront Fee	Ongoing Support
Technology Giants	15%	None	Marketing fund
Telcos	20%	R100K setup	Co-marketing
System Integrators	15-20%	None	Implementation
Education Consultants	10-15%	None	Referral only
Accelerators	0%	Investment	Mentorship
Government	0%	Tender	Training

Channel Contribution Targets

Year 1 Goals:

• Direct sales: 60% (60 schools)
• Partner channel: 40% (40 schools)
• Total: 100 schools

Partner Breakdown:

• Google/Microsoft: 15 schools
• Telcos: 12 schools
• Education networks: 8 schools
• System integrators: 5 schools

Year 2 Projection:

• Direct sales: 40% (120 schools)
• Partner channel: 60% (180 schools)
• Total: 300 schools

Partner Enablement Program

Onboarding Process (Week 1-2)

Day 1-3: Introduction

• Partnership agreement signing
• Account team introduction
• Technology access setup
• Initial training schedule

Day 4-7: Product Training

• Full platform demonstration
• AI features deep dive
• Competitive positioning
• Objection handling

Week 2: Go-to-Market

• Joint marketing plan
• Lead sharing protocol
• Deal registration process
• Support escalation paths

Ongoing Support Structure

Monthly Requirements:

• Partner business review
• Pipeline review meeting
• Marketing alignment session
• Product update training

Quarterly Activities:

• Joint customer events
• Success story development
• Commission reconciliation
• Strategy alignment session

Annual Summit:

• Partner awards ceremony
• Product roadmap preview
• Best practice sharing
• Networking opportunities

Partner Portal Resources

Sales Enablement:

• Battle cards and playbooks
• Demo environments access
• Proposal templates
• ROI calculators
• Reference customers

Marketing Assets:

• Co-branded materials
• Social media content
• Email templates
• Event booth materials
• PR templates

Technical Resources:

• Integration documentation
• API access
• Support ticketing system
• Training videos
• Certification programs

Partnership Success Metrics

Performance KPIs

Lead Generation:

• Leads sourced: 20/partner/month
• Lead quality score: 70+ minimum
• Conversion rate: 25% to opportunity
• Time to first deal: 60 days

Revenue Metrics:

• Partner-sourced revenue: R32M Year 1
• Partner-influenced revenue: R48M Year 1
• Average deal size: R80K (higher than direct)
• Partner renewal rate: 95%

Relationship Health:

• Partner satisfaction: 8+/10
• Partner retention: 90% annual
• Partner productivity: 5 deals/year minimum
• Partner certification: 80% certified

Partner Scoreboard

Platinum Partners (R10M+ annual revenue)

• Dedicated account manager
• 20% revenue share
• Priority support
• Executive sponsorship

Gold Partners (R5-10M annual revenue)

• Quarterly business reviews
• 15% revenue share
• Marketing development fund
• Joint planning sessions

Silver Partners (R1-5M annual revenue)

• Standard support
• 10% revenue share
• Self-serve resources
• Annual review

Competitive Partner Strategy

Defensive Positioning

• Exclusive agreements where possible
• First-mover advantage with key partners
• Deep technical integrations
• Long-term contracts (3 years)

Offensive Tactics

• Recruit competitors' top partners
• Better economics and support
• Exclusive territories offered
• Migration incentives

Partner Poaching Prevention

• Loyalty bonuses
• Escalating commission structure
• Exclusive benefits
• Personal relationships

International Expansion Partnerships

African Market Entry

Nigeria (via MTN Nigeria)

• 200M population
• 50,000+ schools
• Partner: MTN + Microsoft Nigeria

Kenya (via Safaricom)

• EdTech hub of East Africa
• 30,000+ schools
• Partner: Safaricom + Google Kenya

Egypt (via Vodafone Egypt)

• Largest Arab education market
• 40,000+ schools
• Partner: Vodafone + Microsoft Egypt

Partnership ROI Projections

5-Year Partnership Value:

• Technology partners: R250M
• Telco partners: R200M
• Channel partners: R150M
• Government contracts: R300M
• Total: R900M (60% of revenue)