Partner Tiers
and Requirements
Each of our partners plays a unique role in helping meet our mutual customers’ needs. The ChargePoint Partner Program is structured around those roles rather than around the way you transact with ChargePoint.
As a ChargePoint partner, you are crucial to our success, and we are committed to making it easier for you to conduct your own business. That’s why we offer our Partners a range of easily accessible and relevant resources and tools.
The ChargePoint Partner Program provides increased market opportunities and a single point of access to sales engagement and other resources. We also give you access to tools that help you grow your business revenue through rebates and incentives and that give you greater visibility into opportunity management and performance metrics.
As a ChargePoint partner, you are crucial to our success, and we are committed to making it easier for you to conduct your own business.
Our Commitments to Partners
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We're in this business with you and commited to building long-term partnerships focused on mutual success.
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We will not undercut partners or create competitive situations.
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We will reward partner loyalty and offer exclusive benefits to our most devoted Partners.
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As a public company, promises that any conflict will be managed and resolved quickly and with transparency.
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ChargePoint commits to offering a comprehensive Partner Portal environment — a centralized hub offering on-demand sales enablement tools, opportunity management and marketing resources.
ChargePoint Channel Ecosystem
Value-Added Reseller
Our value-added resellers (VARs) are partners that sell ChargePoint hardware and software services. VARs provide complete solutions to customers and have expertise in electric vehicle supply equipment (EVSE) deployments.
VARs typically offer:
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Regional sales expertise
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Solution selling
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Customer relationship management
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Cross-sell capabilities
-
Dedicated electric vehicle (EV) sales representative
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Grant and incentive experience
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Project management
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Pre- and post-sales support
Distributor
Our Distributor Partners provide regional access to a multitude of products required for EVSE projects. Distributors help improve supply chain efficiency, streamline credit solutions and simplify order fulfillment. Distribution customers are most often electrical contractors, petroleum contractors and smaller resellers.
Distributor Partners typically offer:
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Supply chain efficiency
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Business development
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Category proficiency
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Local inventory
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National fulfillment
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Access to EVSE contractors and projects
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Electrical contractor relationships
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Operations and maintenance relationships
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Flexible credit solutions
Preferred Contractors
Through our Preferred Contractor Program, we empower our partners to develop new skills to support the rapid expansion of electric vehicle infrastructure and bolster their business for future growth.
Preferred Contractors typically offer:
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Installation training certification
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ChargePoint sales and product basics
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Dedicated EVSE project manager
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Project billings requirement
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Performance management
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EPC capable
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O&M certified
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Commissioning partner
Partner tiers and annual requirements
Each ChargePoint partner tier has an annual billings requirement. All new ChargePoint VAR Partners are automatically considered a Tier 1 Partner and progress based on billings performance and certification requirements.
Partners meet tier and discount thresholds once their initial target is hit within a fiscal year. These thresholds remain in effect until the following year.
For example, if a partner hits billing and certification requirements in month eight of 12, the partner will advance to the new tier and maintain their status for the remaining four of 12 months then continue through to the following year.
Partners meet tier and discount thresholds once their initial target is hit within a fiscal year.
The cornerstones of the ChargePoint Partner Program are simplicity and flexibility. Depending on partner type, tier and global location, Partners have two ways they can purchase ChargePoint hardware, cloud plans and support services:
- Directly through ChargePoint
- Through preferred ChargePoint distributors
All Tier 1 & 2 Partners unable to meet credit requirements will be required to purchase hardware through a ChargePoint authorized distributor. Any partner can elect to purchase through an authorized distributor; however, discounts may be reduced to cover costs incurred by the distributor to support the reseller.
The cornerstones of the ChargePoint Partner Program are simplicity and flexibility.
Minimum credit line requirement
Based on partner tier, ChargePoint partners are required to purchase hardware, software and services through a ChargePoint authorized distributor.
Select partners, based on partner tier can purchase from ChargePoint directly. ChargePoint will use our discretion to determine each partner’s credit line based on publicly available information and partner-supplied credit references. A DUNS number is required to produce a credit rating. If sufficient credit information is not publicly available, partners will be required to produce audited financial statements.
The ChargePoint Partner Program requires partners to register projects in the Partner Connect Portal to capture the assigned partner tier discounts and protection on the following:
- Hardware
- Commercial cloud plans
- ChargePoint Assure® maintenance and management packages
Project registration pricing is offered at an opportunity level, and partners are not permitted to register entire accounts with ChargePoint.
Project registration opportunities must be approved by ChargePoint before partners can qualify for project registration pricing.
As part of the reseller discount framework, ChargePoint offers project registration discounts to resellers based on two types of registrations:
- Partner-sourced and registered opportunities: Project registration
- ChargePoint-sourced opportunities assigned to resellers: Co-sell registration
For a complete description of project registration requirements, please refer to the Partner Portal Library
Training and certification requirements
As a ChargePoint partner, you have the opportunity to complete various trainings based on your business model, as you progress to higher tiers. Training is available across our extensive portfolio enabling you to gain expertise in areas that align with your core business.
ChargePoint University is an online learning center within the Partner Connect Portal dedicated to authorized ChargePoint partners. Through recorded and livestreamed instructor-led courses, ChargePoint University provides partner onboarding material as well comprehensive training and certification courses as required by each partner tier.
Partners must complete sales and product certifications in order to quote and sell select ChargePoint products. Please visit the Partner Portal Library for a complete list of required and enhancement certifications available.
Required project registration percentage
Partner-sourced project registration rewards VARs for identifying new opportunities as well as for closing the opportunity.
Partners must register a minimum number of projects with ChargePoint to qualify for tier advancement and co-sell opportunity preference. Review partner tier requirements for more details.
ChargePoint equipment installation at your company headquarters
ChargePoint requires our certain tier level VARs to install a ChargePoint CT4000 or CPF50 station at their company headquarters or regional office in order to participate in their approved tier. Partners receive a "Not For Resale" discount for a standard, fully functioning station and can choose to purchase up to two stations.
The station(s) must be installed in a location accessible to prospective customers and to the general public. The purchase order for the station must include three years of ChargePoint Assure and a Commercial Cloud Plan, which will also be available at a "Not For Resale" discount.
Renewal of your Commercial Cloud Software Plan subscription will also be entitled to a 50% discount. ChargePoint reserves the right to limit the number of stations partners can purchase under the discount plan.
Dedicated EVSE specialist
ChargePoint is committed to ensuring the success of each of our valuable partners. Our extensive team of sales development representatives helps drive opportunities to our partners every day. Based on partner tier, ChargePoint requires resellers to employ dedicated EVSE sales representatives to support co-sell opportunity lead flow.
Our extensive team of sales development representatives helps drive opportunities to our partners every day.
Program Benefits
for VARs
Program benefits for VARs
As a ChargePoint VARs, you will receive the following benefits as your tier level progresses, regardless of whether you purchase directly through ChargePoint or indirectly through a preferred ChargePoint distributor.
Benefits
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Referral
|
Tier 1
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Tier 2
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Tier 3
|
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ChargePoint virtual enablement
|
✔
|
✔
|
✔
|
✔
|
|
Project registration discount & protection
|
N/A
|
$ |
$$ |
$$$ |
|
Regional sales support
|
✔
|
✔
|
✔
|
✔
|
|
Annual billings criteria
|
N/A |
$ |
$$
|
$$$
|
| Renewal commissions |
|
|
✔
|
✔
|
|
Sales incentives & promotions*
|
|
|
✔
|
✔
|
|
Co-sell lead distribution
|
N/A |
$ |
$$ |
$$$ |
|
ChargePoint Partner Portal
|
✔
|
✔
|
✔
|
✔
|
|
Grant & incentive resources
|
|
✔
|
✔
|
✔
|
|
RFP assistance
|
|
✔
|
✔
|
✔
|
|
Sales engineering resources
|
|
✔
|
✔
|
✔
|
|
ChargePoint Champion! (loyalty benefits)
|
|
|
✔
|
✔
|
|
Highest rebate & discount percentage
|
|
|
|
✔
|
|
Dedicated channel manager
|
|
|
|
✔
|
|
Marketing development funds
|
|
|
$ |
$$
|
|
Partner Advisory Board membership
|
|
|
|
✔
|
|
Virtual on-demand training & certifications
|
|
✔
|
✔
|
✔
|
*Offers may not be available or may vary in certain countries. Where available offers may be changed without notice and are subject to product availability, applicable law, credit approval, documentation provided by and acceptable to ChargePoint. Offers may also be subject to minimum transaction size.
Sales and financial benefits for VARs
ChargePoint partners are eligible to participate in sales incentive programs designed to drive mutual success. Growth opportunities include product adoption, vertical penetration, billings targets, and so on.
- Sales and product incentives*. These incentives reward sales billings achievement toward specific ChargePoint sales initiatives or products.
- Services rebate: Add ChargePoint professional services and support products to earn additional rebates
- Renewals commission on Commercial Cloud subscriptions and support plans.
- Regional sales alignment and support On-demand resources when you need them, where you need them
- Rebates and incentives assistance - Get help with rebate information as well as application submission
ChargePoint partners are eligible to participate in sales incentive programs designed to drive mutual success.
*For a complete overview of current sales and product incentives available in your partner tier, please visit the Partner Portal Library.
Project registration protection for VARs
At ChargePoint, we recognize the trust you put in us when registering your project. All information you submit is confidential.
Upon approval, you will receive an email to confirm the following program benefits:
ChargePoint Champion! (coming soon for VARs and Distributors)
ChargePoint wants to offer enhanced support to partners who dedicate their business to working with us.
The ChargePoint Champions! program rewards partners who align their business to ChargePoint as their exclusive EVSE partner.
Position yourself for success by aligning your business with ChargePoint.
Requirements
- Must be a current signed ChargePoint partner
- >80% of annual EVSE billings represent ChargePoint
- Annual billings summary required to qualify
Benefits
- Priority co-sell opportunity distribution
- Preferred inside sales partner
- Exclusive sales promotions and events
ChargePoint wants to offer enhanced support to partners who dedicate their business to working with us.
Adam Cook | Vice President, Channel Sales at ChargePoint
Sales support
for VARs and distributors
ChargePoint offers a variety of sales support resources both internally and in the field. As a signed partner with ChargePoint, you can count on our entire team of sales and engineering specialists to help support you and our mutual customers.
Your partner account team
Sales tools and resources
Easily accessible tools and resources are available to partners on the Partner Portal. Our goal is to make it easy for you to produce great product content, proposals and configurations for your customers.
Digital marketing tools
ChargePoint recognizes the value of brand awareness and customer reach. We have developed a comprehensive marketing platform to increase your business development efforts and reduce the time and costs associated with customer acquisition.
-
Approved content to share on social media
-
Content syndication for your website
-
Co-branded materials
-
Distributed marketing and lead management
Grant and incentive resources
Generate more sales and improve your win rate
- Comprehensive database of grants and incentives
- Application submission support
- Local market calculators and demand metrics available through your partner account team
Contact your Partner account manager to learn more.
Market Development Funds Program for VARs and distributors
ChargePoint's Market Development Funds (MDF) program is an earned rebate you can leverage to program develop your sales and marketing presence.
Some examples of how you can take advantage of the MDF program:
- Print advertising or broadcast advertising
- Direct mail/postage
- Email and other digital marketing activities
- Sales lists
- Trade show space and branded items
- Demo units
- Sales incentive programs
- Webinars and training
- Headcount (telemarketing, for instance)
Going to live events and need a way to display ChargePoint solutions?
We make it easy for you!
ChargePoint demonstration products are available at discounted pricing. The demo program can be used for:
- Customer demonstrations,
- Marketing events
- Internal team training.
Demonstrations products can be purchased using your earned marketing development funds.
ChargePoint Partner Connect Portal
The ChargePoint Partner Portal is your link to the ChargePoint sales organization and serves as our most valuable resource to the entire partner community. Quick and easy access to essential tools and resources allows you to introduce new products to your customers, gather project scope requirements and manage pipeline activities.
- Project registration
- Quotation and pricing tools
- Training and enablement
- Marketing and branding materials
- Opportunity management
- Co-sell opportunities
- RFP registration and tracking
- Performance and incentive management
- Support
- News and communications
Do you work with a marketing team or agency?
Accounting and finance for VARs
Standard purchase
The cornerstone of the ChargePoint Partner Program is simplicity and flexibility. Depending on your partner tier level and your global location, we will match you with the most convenient method of purchasing ChargePoint solutions.
ChargePoint is honored to partner with the most prestigious electrical distributors across our global footprint to provide local, flexible, scalable procurement regardless of partner type.
*Partners unable to meet minimum credit requirements in their designated tier will be required to purchase through an authorized ChargePoint distributor.
ChargePoint as a Service* for VARs and distributors
ChargePoint as a Service®, our convenient subscription service, is an easy way for businesses to offer EV charging from ChargePoint. Similar to other software-as-a-service models, CPaaS offers access to ChargePoint solutions at a reduced cost through subscription pricing. Choosing to implement your ChargePoint solution as a service brings all the benefits of this popular model to charging solutions.
Partners do not need a credit line to sell ChargePoint as a Service.
*ChargePoint as a Service opportunities require project registration and are purchased directly through ChargePoint. Partners are paid a commission by ChargePoint on the total contract value of sale. For more details, please refer to the pricing section of the Partner Portal.
Renewal commissions for VARs
ChargePoint maintains an in-house team of renewal specialists who work directly with station hosts to renew yearly cloud plans and Assure maintenance and management packages.
Qualified partner tiers will receive a commission (paid as an account receivable credit) based on the cloud plan renewal sales that ChargePoint obtains.
What our VAR partners say about us
We always landed on the same thing. And that was that ChargePoint was the number one quality station in the world. The customer has to have a product that they're happy with.
John Doran | Founder, Plugin Stations Online
A partnership with ChargePoint, as a leader in the space, made a lot of sense for us. We really wanted to make it as turnkey as possible for our teams around the country.
Jeff Eckerling | Chief Growth Officer, SP+
We wanted to make sure we were partnering with the market leader, somebody who could provide the full suite of products.
Scott Negley | Senior Director of Product Management, Dover Fueling Solutions
Program Benefits
For Distributors
Program benefits for distributors
As a ChargePoint Distribution partners, you will receive the following benefits as your tier level progresses, regardless of whether you purchase directly through ChargePoint or indirectly through a preferred ChargePoint distributor.
Benefits
|
Distribution partner
|
Tier 1
|
Tier 2
|
Value added distributor
|
|
ChargePoint virtual enablement
|
✔
|
✔
|
✔
|
✔
|
|
Quotation and project support
|
✔
|
✔
|
✔
|
✔
|
|
Rebates and sales incentives
|
|
|
✔
|
✔
|
|
ChargePoint project sharing
|
|
|
✔
|
✔
|
| Dedicated partner account manager |
|
|
✔
|
✔
|
|
Grant & incentive resources
|
✔
|
✔
|
✔
|
✔
|
|
Access to ChargePoint Partner Portal
|
|
|
|
✔
|
|
Regional sales support
|
✔
|
✔
|
✔
|
✔
|
|
Dedicated channel manager
|
|
|
✔
|
✔
|
|
ChargePoint online/virtual enablement
|
✔
|
✔
|
✔
|
✔
|
|
Eligible to receive lead flow from ISR
|
|
✔
|
✔
|
✔
|
|
RFP assistance
|
✔
|
✔
|
✔
|
✔
|
|
Special pricing agreement (SPA) for Preferred Contractor and VAR partner of choice
|
|
|
|
✔
|
|
Enable VARs and EVPro contractors
|
|
|
✔
|
✔
|
|
Marketing development funds
|
|
|
$ |
$$
|
|
Partner Advisory Board membership
|
|
|
|
✔
|
Offers may not be available or may vary in certain countries. Where available offers may be changed without notice and are subject to product availability, applicable law, credit approval, documentation provided by and acceptable to ChargePoint. Offers may also be subject to minimum transaction size.
Sales and financial benefits for distributors
ChargePoint partners are eligible to participate in sales incentive programs designed to drive mutual success. Growth opportunities include product adoption, vertical alignment, billings targets and so on.
ChargePoint partners are eligible to participate in sales incentive programs designed to drive mutual success.
*For a complete overview of current sales and product incentives available in your partner tier, please visit the Partner Portal Library.
ChargePoint Champion! (coming soon) for VARs and Distributors
ChargePoint wants to offer enhanced support to Partners who dedicate their business to working with us.
The ChargePoint Champions! program rewards Partners who align their business to ChargePoint as their exclusive EVSE Partner.
Position yourself for success by aligning your business with ChargePoint... more details to come..
Requirements
- Must be a current signed ChargePoint Partner
- >80% of annual EVSE billings represent ChargePoint
- Annual billings summary required to qualify
Benefits
- Priority co-sell opportunity distribution
- Preferred inside sales Partner
- Exclusive sales promotions and events
ChargePoint wants to offer enhanced support to Partners who dedicate their business to working with us.
Adam Cook | Vice President, Channel Sales at ChargePoint
Sales Support
for VARs and Distributors
ChargePoint offers a variety of sales support resources both internally and in the field. As a signed Partner with ChargePoint, you can count on our entire team of sales and engineering specialists to help support you and our mutual customers.
Your partner account team
Sales Tools and Resources
Easily accessible tools and resources are available to Partners on the Partner Portal. Our goal is to make it easy for you to produce great product content, proposals and configurations for your customers.
Digital marketing tools
ChargePoint recognizes the value of brand awareness and customer reach. We have developed a comprehensive marketing platform to increase your business development efforts and reduce the time and costs associated with customer acquisition.
-
Approved content to share on social media
-
Content syndication for your website
-
Co-branded materials
-
Distributed marketing and lead management
Grant and incentive resources
Generate more sales and improve your win rate
- Comprehensive database of grants and incentives
- Access support for application submission
- Local market calculators and demand metrics available through your partner account team
Contact your Partner account manager to learn more.
Market Development Funds Program for VARs and distributors
ChargePoint's Market Development Funds (MDF) program is an earned rebate you can leverage to program develop your sales and marketing presence.
Some examples of how you can take advantage of the MDF program:
- Print advertising or broadcast advertising
- Direct mail/postage
- Email and other digital marketing activities
- Sales lists
- Trade show space and branded items
- Demo units
- Sales incentive programs
- Webinars and training
- Headcount (telemarketing, for instance)
Going to live events and need a way to display ChargePoint solutions?
We make it easy for you!
ChargePoint demonstration products are available at discounted pricing. The demo program can be used for:
- Customer demonstrations,
- Marketing events
- Internal team training.
Demonstrations products can be purchased using your earned marketing development funds.
ChargePoint Partner Connect Portal
The ChargePoint Partner Portal is your link to the ChargePoint sales organization and serves as our most valuable resource to the entire partner community. Quick and easy access to essential tools and resources allows you to introduce new products to your customers, gather project scope requirements and manage pipeline activities.
- Project registration
- Quotation and pricing tools
- Training and enablement
- Marketing and branding materials
- Opportunity management
- Co-sell opportunities
- RFP registration and tracking
- Performance and incentive management
- Support
- News and communications
Do you work with a marketing team or agency?
As a ChargePoint distributor, you will be supplying the industry's number one EVSE solution to your valued customers. Distributors serve as an extension of the ChargePoint team to recruit, onboard and enable a wide range of industry contractors and businesses
Our tiered distribution program offers authorized ChargePoint distributors access to preferred pricing, volume-purchase incentives, and inventory stock programs.
*Partners unable to meet minimum credit requirements in their designated tier will be required to purchase through an authorized ChargePoint distributor.
ChargePoint as a Service* for VARs and distributors
ChargePoint as a Service™, our convenient subscription service, is an easy way for businesses to offer ChargePoint vehicle charging. Similar to other software-as-a-service models, ChargePoint as a Service offers access to ChargePoint solutions at a reduced cost through subscription pricing. Choosing to implement your ChargePoint solution as a service brings all the benefits of this popular model to charging solutions.
Partners do not need a credit line to sell ChargePoint as a Service.
*ChargePoint as a Service opportunities require project registration and are purchased directly through ChargePoint. Partners are paid a commission by ChargePoint on the total contract value of sale. For more details, please refer to the pricing section of the Partner Portal.
What our distribution partners say about us
We always landed on the same thing. And that was that ChargePoint was the number one quality station in the world. The customer has to have a product that they're happy with.
John Doran | Founder, Plugin Stations Online
That’s why a partnership with ChargePoint, as a leader in the space, made a lot of sense for us. We really wanted to make it as turnkey as possible for our teams around the country.
Jeff Eckerling | Chief Growth Officer, SP+
We wanted to make sure we were partnering with the market leader, somebody who could provide the full suite of products.
Scott Negley | Senior Director of Product Management, Dover Fueling Solutions
