Kubicle works with two kinds of partner. Agents introduce prospective customers and Kubicle takes the sale from there. Distributors sell Kubicle into their own market and hold the customer relationship themselves.
The distinction turns on two things: who holds the customer relationship, and who carries the commercial risk.
You identify organisations that would benefit from Kubicle and make the introduction. Kubicle then manages the opportunity: we set the terms, contract with the customer and invoice them directly. You are not asked to quote, to negotiate, or to carry a customer on your balance sheet.
You take Kubicle to your market as part of your own portfolio: promoting it, selling it and supporting your customers. Kubicle supplies the product, trains your teams, licenses the end users and provides technical support. The commercial relationship with the customer remains yours.
Summarised from our standard agreements. Commercial terms are agreed individually and are not covered here.
| Responsibility | Agent | Distributor |
|---|---|---|
| Who sells | Kubicle. You make the introduction and hand over the opportunity. | You do, through promotion, direct sales, advertising and industry relationships in your territory. |
| Who contracts with the customer | Kubicle contracts directly with the customer. | You contract with the customer. Kubicle issues the end user licences, once authorised by you. |
| Price and terms | Set by Kubicle. You cannot negotiate or vary them. | You quote from the agreed price list, with a route to special pricing on larger deals. |
| Invoicing and collection | Kubicle invoices and collects. You receive copies of invoices. | You invoice your customer. You pay Kubicle within credit terms even if your customer has not paid you. |
| Authority to commit Kubicle | None. You may not hold yourself out as authorised to bind Kubicle. | Limited. Custom work needs a written specification and quotation from Kubicle first. |
| Planning and reporting | Written progress updates on the prospects you are working. | An annual joint business plan with targets, plus a monthly three month forecast. |
| Trials and evaluations | Run by Kubicle as part of the sale. | You qualify leads and set up end user trials under Kubicle's licence conditions. |
| Customer support | Provided by Kubicle in full. | You give first line after sales service. Kubicle gives technical support to licensed users through its ticketing system, with monthly summaries to you. |
| Training | A product briefing so you can represent Kubicle accurately. | Kubicle trains your sales and support staff. You make your people available for it. |
| Marketing | Kubicle-supplied material only. Logo use requires written permission. | Kubicle supplies collateral. You run your own promotion, representing the product accurately. |
| Territory | A defined territory. Leads from outside it are passed to Kubicle. | A defined territory, named in the agreement. |
| Exclusivity | Non-exclusive. Kubicle may appoint others in the same territory. | Not granted as standard. Discussed case by case. |
| Competing products | You may not sell or market products that compete with ours. | No restriction in the standard agreement. |
| Term | Runs from signature until either side ends it. It covers introductions made after signing, not before. | Twelve months, renewing for twelve at a time, with three months' notice to stop. |
| Passing it on | Personal to the appointed party. No delegation, assignment or subcontracting. | Assignable only with our written consent, with an exception for group companies. |
This table summarises our standard agreements in plain language. The agreements themselves govern, and the full document is provided before signature.
This is what your customers are buying. On completion, the learner receives a diploma carrying CPD and CPE hours, issued under the bodies their profession already recognises.
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Three questions usually settle it. If you remain unsure, indicate that on the form and we will work through it with you.
If so, distribution is the right model. If you would prefer to make the introduction and step back, the agent route applies.
Distribution assumes a sales team, a support capability and an agreed plan with targets. The agent route assumes none of these.
Distributors invoice their customers and settle with Kubicle on credit terms regardless. Agents are not involved in billing at any point.
Tell us which model you have in mind and something about your market. We will respond with the appropriate agreement and the commercial terms for your situation.
You tell us the model and the market you cover.
A short call to establish fit on both sides.
We issue the agreement and the commercial terms for your case.