Co-Selling Playbook

Identifying Opportunities

The most productive partner engagements begin with a clear understanding of where Project Green fits in the customer landscape. The platform resonates most strongly with organizations that manage a significant number of collaboration spaces -- meeting rooms, huddle spaces, classrooms, digital signage networks, or command centers -- and are struggling with visibility into the health and utilization of the AV and IT equipment in those spaces.

Look for signals that indicate a customer is ready for a monitoring conversation. Common triggers include an upcoming AV refresh or expansion project, complaints about meeting room reliability, a move to a hybrid work model that increases pressure on meeting infrastructure, or a request for utilization data to inform real estate decisions. Customers who have recently standardized on platforms like Microsoft Teams Rooms, Zoom Rooms, or Cisco Webex are also strong candidates, since they have made a significant investment in room technology and want to protect it.

Partners should also consider their existing install base. If you have deployed AV systems for a customer, you already have a trusted relationship and a deep understanding of their environment. Positioning Project Green as a natural extension of your deployment and managed services offering is one of the highest-converting sales motions in the program.

When qualifying an opportunity, capture the number of rooms and devices, the customer's current monitoring approach (if any), key pain points, and the decision-making timeline. This information will be essential when you register the deal and when Cyviz's sales team prepares to support you.

Joint Value Proposition

The strongest customer conversations leverage the combined strengths of the partner and Cyviz. Your value as a partner is your customer relationship, your knowledge of their environment, and your ability to deliver implementation and ongoing managed services. Cyviz's value is the product itself -- a purpose-built, vendor-agnostic monitoring platform with deep AV and collaboration device expertise.

When presenting to a customer together, lead with the business outcomes: reduced downtime, faster issue resolution, data-driven space planning, and lower operational costs. Then demonstrate how the partner-Cyviz combination delivers those outcomes better than either party could alone. The partner brings local presence, rapid response, and integration with the customer's broader IT ecosystem. Cyviz brings the platform, continuous product development, and a global knowledge base of device behaviors and best practices.

Avoid positioning Project Green as a standalone software purchase. Instead, frame it as part of a managed monitoring service that includes deployment, configuration, ongoing optimization, and support -- all delivered by you, the partner. This packaging approach increases the perceived value to the customer, justifies higher margins for the partner, and reduces churn because the customer is buying an outcome rather than a tool.

Cyviz provides a set of co-branded presentation templates, one-pagers, and ROI calculators in the partner portal that you can customize for each opportunity. Use these as starting points and tailor the messaging to the customer's specific pain points and industry context.

Deal Registration Process

Deal registration protects your investment in developing an opportunity and ensures that you receive the appropriate margin and support from Cyviz. All partners are strongly encouraged to register deals as early as possible in the sales cycle.

To register a deal, log into the partner portal and submit the deal registration form. The form captures the customer name, estimated deal size, number of devices, expected close date, deployment model, and a brief description of the opportunity. Registrations are reviewed by the Cyviz channel team and typically approved or declined within two business days.

Once a deal is approved, you receive deal protection for a defined period (90 days for Authorized Partners, 180 days for Premium and Elite Partners). During this period, the opportunity is exclusively assigned to you, and any inbound inquiries from that customer are routed to your team. Deal registration also unlocks additional discount tiers beyond your standard partner pricing, improving your margin on the transaction.

If a deal is not closed within the protection window, you can request an extension by providing an updated timeline and status. Extensions are granted at Cyviz's discretion based on the activity and progress demonstrated. Partners who consistently register deals and maintain accurate pipeline information receive priority consideration for support resources and marketing investments.

It is important to register deals before engaging Cyviz's sales team for joint calls or demonstrations. Unregistered deals do not receive deal protection, and Cyviz cannot guarantee margin commitments on opportunities that were not registered in advance.

Sales Support from Cyviz

Cyviz is committed to helping partners win deals, and the level of sales support available scales with your partner tier. All partners have access to the partner support queue for pre-sales technical questions, product demonstrations, and competitive positioning guidance.

For Premium and Elite Partners, Cyviz assigns a named partner manager who serves as your primary point of contact. Your partner manager can join customer calls, deliver product demonstrations, assist with proposal development, and coordinate internal resources such as solution architects and executive sponsors. For strategic opportunities, Cyviz's leadership team is available to participate in executive briefings and provide direct engagement with the customer's decision makers.

Cyviz also maintains a library of pre-sales resources in the partner portal, including recorded demo videos, customer-facing slide decks, technical architecture diagrams, competitive battle cards, and objection handling guides. These resources are updated regularly to reflect the latest product capabilities and market positioning.

If you encounter a competitive situation or a complex technical requirement that you are unsure how to address, reach out to your partner manager or the pre-sales support queue. Cyviz's team has experience with a wide range of customer scenarios and can provide tailored guidance to help you position the solution effectively.

Pricing and Margins

Project Green's partner pricing is structured to reward commitment and volume while remaining straightforward to understand. The pricing model is based on per-device monitoring subscriptions, with tiered pricing that decreases as the number of monitored devices increases. Partners purchase at their tier-specific discount and set their own end-customer pricing, giving you control over your margins.

Authorized Partners receive a standard discount off list price. Premium Partners receive an enhanced discount, and Elite Partners receive the deepest discount available. In addition to tier-based discounts, registered deals may qualify for additional deal-specific discounts based on the size of the opportunity, strategic value, or competitive dynamics. These additional discounts are approved on a case-by-case basis through the deal registration process.

For partners offering managed services, the subscription model aligns well with recurring revenue business models. You can mark up the monitoring subscription and bundle it with your own services -- installation, configuration, ongoing optimization, support -- to create a comprehensive managed monitoring offering with healthy margins.

Volume commitments and multi-year agreements can unlock further pricing benefits. If you have a large pipeline or an existing customer base that you plan to migrate to Project Green, discuss volume pricing with your partner manager. Cyviz is flexible in structuring commercial arrangements that support mutual growth.

All pricing and discount information is confidential and governed by your partner agreement. Do not share partner pricing with customers or other partners. Customer-facing pricing should reflect your own pricing strategy and the value of the services you deliver alongside the platform.

Success Stories

Partners across multiple regions and verticals have built successful practices around Project Green. These examples illustrate the range of opportunities and the business impact that the platform enables.

A European systems integrator specializing in higher education deployed Project Green across a university network of over 400 classrooms and lecture halls. The university had been struggling with unreliable AV equipment and had no visibility into which rooms were experiencing issues until faculty reported them. After deployment, the university reduced AV-related support tickets by 60% in the first six months and gained utilization data that informed a campus-wide room redesign. The partner now manages the monitoring service on an ongoing basis, generating predictable recurring revenue.

A managed service provider in North America partnered with Cyviz to offer monitoring as part of a broader meeting room managed service. By bundling Project Green with their existing maintenance contracts, they increased their average contract value by 35% and reduced their mean time to resolve AV issues from four hours to under 30 minutes. The proactive alerting capability allowed their support team to fix problems before users noticed them, which significantly improved customer satisfaction scores.

An Elite Partner in the Middle East leveraged the white-label program to offer a branded monitoring solution to enterprise customers in the financial services sector. The partner-branded experience allowed them to position the monitoring capability as a proprietary differentiator in competitive bids, and the multi-tenant architecture enabled them to operate a single platform instance serving over a dozen banking clients. This partner has grown their monitoring practice to represent 20% of their overall revenue within two years of joining the program.

These stories are available as full case studies in the partner portal and can be shared with prospective customers during the sales process. Your partner manager can also connect you with reference partners in your region for peer-to-peer conversations.