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GigSafe <> CXT Partnership & Revenue Plan

1. Strategic Rationale

  • Joint value prop: “Continuously verified, policy-aware dispatch.” CXT prevents assignment of non-compliant drivers in real time; GigSafe keeps driver credentials continuously current. Together: lower legal/insurance exposure, faster onboarding into regulated verticals (healthcare, pharma), and fewer manual audits. 

  • ICP overlap: Last-mile carriers and 3PLs operating in regulated/enterprise accounts that require documented compliance at dispatch time (licenses, insurance, medical/DOT certs). (Regulatory context examples: FMCSA DOT medical requirements.) 

2. Offer Constructs (pick one or stack)

  1. Marketplace Listing + Self-Serve Add-on

    • CXT Marketplace tile (“Featured” + “Integrations”); admin “Add Integration” → guided setup; Pendo in-app announcement. 

    • Billing: CXT invoices “CXT Compliance Add-on (powered by GigSafe)” and remits rev share to GigSafe monthly.

    • Design Exploration: Marketplace

     

  1. Co-Sell Referral

    • Mutual lead exchange with tracked referral codes/UTMs in both CRMs.

    • SPIFFs for AEs/CSMs (time-bounded).

     

  1. Reseller / OEM

    • CXT bundles a “Compliance Guard” SKU; single contract + support path.

    • GigSafe provides back-to-back SLA and support playbooks.

     

3. Commercial Model (structure, not numbers)

  • Pricing: Per active driver / month

  • Rev Share: Tiered % of net revenue booked via the integration (e.g., higher share at higher driver tiers).

  • Attribution: Referral ID (in-app), UTM on landing pages, partner opp field in CRM, and partnerId on subscription line item.

  • MDF (Marketing Development Funds): Co-fund webinars, case studies, and conference booths tied to quarterly lead targets.

Note: Avoid committing to numeric claims (e.g., “30–40% insurance savings”) in shared material unless we can substantiate per-segment; keep to “outcomes” and customer quotes. 

4. Co-Marketing Plan (Q1–Q2 sequence)

  • Launch assets: One-pager, solution brief, 90-sec explainer, 30-min webinar (“Compliance-aware dispatch in healthcare routes”), integration guide, and “How to turn on” Pendo walkthrough. 

  • Channels:

    • CXT site (Integrations page), blog post, email to admins, in-app guides; GigSafe site “Works with CXT” page. 

    • Joint PR if we have a lighthouse customer.

  • Customer proof: Target 2 lighthouse logos (one medical, one pharma courier) for case studies before broad PR.

5. Joint Operating Model

  • RACI snapshot:

    • Sales motion: Co-sell (AEs primary by platform of record), SE demo checklist, objection handling.

    • Support: L1 app issues = CXT; credential sourcing/validation = GigSafe; escalations via shared Slack/Teams channel.

    • SLA targets: Webhook update → dispatch gate < 60s end-to-end; availability SLOs matched to CXT incident severity matrix (contracted in back-to-back SLAs).

    • Security/Legal: DPA, data-flow diagram, SOC 2 reports exchange; brand and trademark guidelines.

     

6. Success Metrics

  • Leading: Installs (net new / week), active tenants, % drivers synchronized, % orders checked.

  • Lagging: Reduction in non-compliant dispatch attempts, fewer compliance-related incidents, win-rate lift in regulated deals, expansion revenue from add-on, NRR of integrated accounts.

  • Partner metrics: Referred pipeline $, SQLs, close rate, attach rate of add-on.

7. Risks & Mitigations (steelman)

  • Ops disruption from false negatives/positives: Add “Warn vs Enforce” modes + override with audit trail; phased rollout by fleet segments.

  • Attribution disputes: Enforce partnerId on install and partner-sourced opp tags; quarterly attribution review.

  • Liability confusion: Clear demarcation—CXT enforces policy; GigSafe attests credential status; customer is system of record for policy definitions.

  • Channel conflict: Document territory/segment rules; no-poach guidelines for named accounts.

8. Open Questions for Commercial Alignment

  • Preferred commercial construct (referral vs reseller vs OEM)?

  • Who owns primary contracting in co-sell deals?

  • Required SLAs/credits for credential freshness?

  • Data residency requirements (EU tenants)?

  • Co-marketing commitments and MDF governance?