1. Partner Playbook

Partner Playbook

The Partner Playbook defines how partners participate in the WillDom ecosystem and contribute to generating transformation opportunities and solutions.

Partners represent a critical layer of the platform, bringing specialized expertise, technical capabilities, and industry knowledge that strengthen the ecosystem’s ability to design and deliver complex AI and digital transformation initiatives.

Rather than functioning only as delivery providers, partners participate as collaborative contributors to opportunity development, solution design, and project execution.

This model allows partners to generate revenue while contributing to the growth and strength of the ecosystem.

The Partner Playbook focuses on three primary areas:

• contributing opportunities

• collaborating in solutions

• generating revenue through ecosystem transactions

Contributing Opportunities

Partners can participate in the ecosystem by introducing new client opportunities.

These opportunities may arise from:

• existing client relationships

• industry networks

• consulting engagements

• technology implementation initiatives

When a partner identifies a potential opportunity, they can collaborate with a branch or ecosystem leader to develop the opportunity and explore potential transformation initiatives.

Partners who bring opportunities into the ecosystem participate economically in the resulting engagement according to the platform’s transaction model.

This encourages partners to actively contribute market access and client relationships to the ecosystem.

How We Identify Opportunities

We use a structured approach to map and activate opportunities.

1. Account Planning + Ecosystem Capabilities
Partners are encouraged to:

• Map their key accounts
• Identify client needs and growth opportunities
• Match those needs with capabilities available within the ecosystem

For more details, refer to the Sales → Account Planning (Section 3.1)

Collaborating in Solutions

Partners can also contribute by participating in the design and delivery of transformation solutions.

This may involve:

• providing specialized technology expertise

• contributing industry-specific knowledge

• supporting architecture or technical design

• delivering components of a solution

By collaborating with branches and other ecosystem participants, partners help assemble the capabilities required to deliver complex transformation initiatives.

This collaborative model allows the ecosystem to combine multiple areas of expertise within a single client engagement.

Wave is the platform where:

• Partners upload their solutions and capabilities
• Others can discover and match them with opportunities

To explore or upload capabilities, go to: Wave → Sales & Partnerships → Solutions

For more details, refer to Wave Platform→ Platform Module. (Section 5.1)

Generating Revenue

Partners generate revenue through their participation in ecosystem transactions.

Revenue may be generated in several ways:

Opportunity Participation

When a partner contributes a client opportunity, they may participate in the economic value generated by that engagement according to the platform’s revenue distribution model.

Delivery Participation

Partners who provide capabilities during the delivery phase of a project participate in the revenue generated by the work they perform.

Solution Contribution

Partners who contribute specialized solution frameworks, intellectual expertise, or technical leadership may also participate in the economic value generated by the use of those solutions.

Partner Playbook v1 (FIT)

Partner Sales Enablement

Brand Identity: WillDom vs WillDom Ecosystem

WillDom operates with two complementary but clearly differentiated brand identities.

• WillDom (Blue Brand): Focused on end clients.
• WillDom Ecosystem (Orange Bran - New Identity) Built for collaboration between partners and the whole Ecosystem management. This is not a services brand — it’s a network brand.

Ecosystem Partners are our clients.That’s why we created a separate identity, designed to foster collaboration, enable co-creation, and represent a shared value proposition.

Brandbook & Co-Branding Assets

All partners have access to the official Brandbook, which includes:

• Logo usage guidelines

• Visual identity

• Co-branding rules

• Communication tone

Access here: Ecosystem Brandbook

Commercial Ecosystem Deck (Co-Branded)

We provide a commercial presentation of the ecosystem designed for partners to use with their end clients.

This deck allows you to:

• Position yourself as part of the WillDom Ecosystem

• Present a broader and stronger value proposition

• Use co-branding aligned with WillDom

This is a key asset to increase credibility, open enterprise conversations, and sell beyond your individual capabilities.

Ecosystem Website

The ecosystem website acts as the front door to the ecosystem.

It allows partners to:

• Understand the ecosystem structure and value proposition

• Share a clear and professional entry point with clients

• Position themselves as part of a global network

This is a key asset to introduce the ecosystem in early-stage conversations.

Collaboration Principles

Successful participation in the ecosystem is based on collaboration and transparency.

Partners are encouraged to:

• share opportunities openly within the ecosystem

• collaborate with branches and other partners

• contribute expertise to solution development

• support high-quality delivery

This collaborative approach allows the ecosystem to combine specialized capabilities and deliver stronger transformation solutions for clients.

Engagement Playbook Expansion

Partner Referral Program

All partners are eligible to participate in the Partner Referral Program.

If a partner refers a new partner to the ecosystem and that partner becomes active, the referring partner will receive:

• 25% discount on the fixed royalty for 6 months

This incentive is designed to:

• Encourage ecosystem growth
• Attract high-quality partners
• Strengthen the network through trusted relationships

Contract Signing & Operations

Within the Ecosystem, contract signing is a key step to formalize collaboration and ensure alignment between all parties involved. For more details, refer to: Closing Workflow Presentation (LINK)

WillDom acts as a facilitator throughout this process, providing:

• Legal templates
• Proven processes
• Operational know-how

Our role is to enable and streamline contract structuring between Partners.

Partners may choose to use the suggested contracts or define their own agreements, but we strongly recommend following the proposed structure to ensure consistency, transparency, and scalability across the ecosystem.

Contract Chain (Mirror Structure)

Each operation is structured through a chain of three contracts, all aligned under the same conditions.

1. Partner → End Client
   The partner that originates the opportunity signs directly with the client.
2. Partner ↔ Partner (Intermediary Contract)
   Agreement between the partner who owns the client and the partner providing capacity.

We provide a standard contract template for this step. MSA and SOW templates can be found in the Financial & Legal Framework (Section 8) within the Partner Section.

3. Partner → Talent / Expert
   The partner delivering the service signs with the talent or expert.

This creates a mirror contract chain, ensuring:

• Alignment across all parties
• Clear responsibilities
• Risk mitigation

Recommended Contract Guidelines

While partners have flexibility, we strongly recommend including the following principles:

• Clear document hierarchy: SOW > MSA > Annexes
• MSA structure: Unidirectional agreement. If roles change in future engagements, a new MSA must be signed.
• Mirror contract chain: All agreements should reflect consistent terms across the chain.
• Notice period: Allways define a clear termination notice period.
• Non-solicitation clause: Minimum 2 years post-termination
• Confidentiality on rates with final customer
• Candidate follow-up: Mandatory check-ins to ensure traceability and accountability throughout the engagement.

Payments Structure

Payments follow the same contract chain logic, ensuring consistency and transparency.

Key Guidelines:

• Bank account information must be provided (LLC)
• Payments are made in USD
• Payments shall be made exclusively via bank transfer
• Payment terms: 30-day delay (Net 30)
• Payments are net of taxes

Talent Payments

• Processed between the 1st and 5th business day of each month

Ecosystem Dynamics

The Ecosystem is driven by active participation and structured collaboration.

Wave as the Core Platform

Wave is the main channel and central platform of the ecosystem.

It is where:

• Opportunities are published and managed

• Partners showcase their capabilities

• Matchmaking happens

• Collaboration becomes visible and scalable

Being active on Wave is key to fully participating in the ecosystem.

WillDom Ecosystem Calls (Twice a Week)

Our main recurring space to align, activate, and collaborate.

Agenda:

1. New Business
   Overview of new deals entering the dashboard.

2. Critical & High Positions
   Review of urgent and high-priority roles on the HUB (Wave).

3. Updates (Normal / Low / Trivial)
   Overview of roles that have been covered, canceled, or updated since the last session.

4. Community Segment: A space to strengthen relationships:

• Selected partners introduce themselves (1–1.5 min)
• Share capabilities and collaboration opportunities
• Recognitions, updates, and insights
• We also break into small groups (3–4 partners) to build deeper connections and explore collaboration opportunities.

Synergy Calls (1:1)

We promote Synergy Calls to help partners connect, share experiences, and identify collaboration opportunities.

These are 1:1 spaces designed to build bridges across the ecosystem.

Communication Channels

• WhatsApp Group (Urgent Communication):We use a shared WhatsApp group for fast and inclusive communication.Not all partners use the same tools (Slack, Teams), so this ensures quick coordination for urgent opportunities.

• Slack Channels (Per Partner): For each partner, we create a dedicated Slack channel with WillDom to enable faster, more direct, and operational communication.

Shared Drive (Partner Repository)

We maintain a shared drive for all partners, functioning as a central repository of key materials. This acts as a Partner Enablement Kit.

It includes:

• Commercial Ecosystem Deck (Co-Branded)

• Shared Events Agenda: We share a global events calendar where partners can see which events others are attending The goal is to leverage presence, coordinate participation, and strengthen relationships offline.

Economics & Monetization

As a partner within the ecosystem, there are two monetization components: variable royalties and fixed royalties.

Variable Royalties

Total variable royalties represent 5% of the business value, distributed as:

• 2.5% from the opportunity side
• 2.5% from the delivery side

Fixed Royalties

They are structured in tiers based on the number of active contracts per partner:

• 0–2 active contracts → USD 399/month
• 3–4 active contracts → USD 699/month
• 5+ active contracts → USD 999/month

Role of the Partner in the Ecosystem

Partners play a key role in expanding the capabilities of the WillDom platform.

By contributing expertise, opportunities, and delivery capacity, partners help ensure that the ecosystem can address a wide range of transformation challenges across industries and technologies.

Through active participation, partners become part of a network that can generate opportunities, design solutions, and deliver transformation initiatives at scale.

Summary

Partners participate in the WillDom ecosystem by bringing opportunities, contributing expertise, and collaborating in the delivery of transformation solutions.

Through this model, partners gain access to a broader network of capabilities and opportunities while contributing to the growth and strength of the platform.