Partner Referral Program 2025  

Prerequisites   

All Sana Partners that have signed a new partner agreement are eligible to participate in the referral program outlined below.  

The Program  

Sana Partner programs provide incentives for partners looking to expand their business or provide incremental value to their customers through the Sana Platform. Each program offers flexibility for partners to choose their degree of participation throughout the sales, delivery, and adoption stages.

Sana’s Partner Referral Program has multiple ways to participate in a simple and predictable format that is mutually beneficial to all parties. Specifically, the Referral Program rewards for deal origination [Sourced] or co-selling during an active sales process [Influenced] 

Opportunity Registration
The process and associated tool for initiating, validating, and cataloguing referred opportunities brought to Sana by a current Partner. All opportunities must be registered and have an associated Registration ID in order to receive program benefits. Partners are encouraged to refer opportunities to Sana independently through the Opportunity Registration Form or by working through their assigned Partner Manager to complete the form collaboratively. All approved opportunities will result in a confirmation email sent to the referring partner automatically and include a unique opportunity registration ID.  

How to Refer Business
To formally refer a business, a Partner must fill out an opportunity registration form. The opportunity registration form can be found here. This form is the primary way for a referring Partner to provide information about a specific opportunity including contact information, information about the prospect’s business, and any other details the referring Partner believes are relevant to the opportunity. We encourage Partners to retain the referral ID number that is created. Without a valid opportunity referral ID, a Partner may not qualify for the award payout on that deal.  

Qualified Opportunities
Any net-new business opportunity, that is not actively being worked by Sana or is associated with an active registration ID that is affiliated to another Sana Partner. Qualified opportunities can be classified as either, New Business or Upsell. Sana will recognize up to one SOURCED partner per opportunity.

Annual Certifications & Trainings 
Coming Soon! 

Rewards:
Once referred opportunities result in a relevant contract, Partners are eligible to the following compensation scheme:   

One-time payout based on deal size:  

• Deals less than €2500 MCV (Monthly Contract Value) partners will be paid a one-time referral fee of 25% of average ACV (annual contract value)  

• Deals equal to or greater than €2500 MCV partners will be paid a one-time referral fee of 40% of average ACV 

Annual Multi Deal Bonus:  

• Partners whose opportunities result in between 2 and 4 relevant contracts throughout the calendar year: additional 5% of total average ACV.  

• Partners whose opportunities result in more than 5 relevant contracts throughout the calendar year: additional 10% total average ACV.  

Partner Compensation Example:  

Migration Opportunities (Existing Sana Customers)
The same bonus scheme applies for migration opportunities from Sana’s existing customer base. However, qualifying MCV and ACV values are net of old contract value. For example, if a customer’s MCV on the old Sana version was 5000 EUR, and after migrating to the new version it is 8000 EUR, the net MCV would be 3000 EUR. This overview will be provided together with the other details after deal closing.  

Co-sell Bonus
If an opportunity is known and active with Sana, referral partners can still participate in a co-sell capacity. Co-sell (influenced) opportunities will receive an award equal to 15% of average ACV. Influenced credits are at Sana’s discretion and will be awarded through the opportunity registration process.    

• Co-sell business does not qualify for the annual bonus.  

• Referral and co-sell bonuses cannot be combined.  

• Only one partner can be paid on any opportunity, and the sourcing partner takes preference.

Request For Proposal or Multi-Bid Responses
All Partners are encouraged to register an opportunity even when multiple bids are required or requested, in these unique cases multiple partners can receive a confirmed registration for the same opportunity, however only the partner who is successfully awarded the bid from the prospect will be eligible to receive the associated margin payout. Unless otherwise specified in writing by Sana, all other procedures and processes should be followed the same as they would for any other registered opportunity that results in a relevant contract.

Net-New Business & Revenue Categories

New Business 
Opportunities will be classified as “New Business” if the prospect results in a new account to Sana. Each closed/won new business opportunity qualifies for a One Time Payout and will be counted toward the Annual Multi-Deal Bonus Incentive 

Upsell 
Opportunities will be classified as “upsell” if the partner helps source or influence incremental revenue from an existing Sana customer. Each closed/won upsell opportunity qualifies for a One Time Payout and will be counted toward the Annual Multi-Deal Bonus Incentive 

Sourced
Revenue directly generated by a partner or channel that initiates [sources] an opportunity that leads to a sale. This can be initiated by the partner individually or in conjunction with Sana as a part of joint demand generating activities. 

Influenced
Revenue where a partner or channel contributed to a successful sale, but did not directly initiate the opportunity. Such as a Sana Partner making a critical introduction, providing advocacy, or otherwise endorsing Sana’s platform within an account where Sana already has a deal in progress.  

Referral Award Payouts 

After successfully closing the deal, Sana will issue a credit note providing the following details:   

• Name of the customer  

• Average Annual Contract Value in deal currency  

• Old contract value (if applicable) 

• Average MCV (old MCV/net MCV if applicable) 

• Contract duration  

• Referral consecutive number in the calendar year  

• % license margin applicable 

• Payout amount 

Payment term of 60 days dependent on Sana having received payments of at least 50% of the average ACV from customer. 

When a Partner qualifies for a year-end bonus, Sana will issue a credit note with the relevant details. Payment term of 60 days dependent on Sana having received sufficient payments from the customers (50% of avg. ACV). Partner needs to be in good standing with Sana in order to receive the payment.