The verdict in three sentences
A well-scoped partner extranet for 150 resellers costs GBP 22,000 to 43,000 (USD 29,000 to 58,000) to build over 3 to 5 months, after a requirements specification billed at GBP 2,600 to 5,200 (USD 3,500 to 7,000). An off-the-shelf PRM platform costs USD 1,200 to 4,700 (GBP 900 to 3,500) per month: over 5 years it often overtakes custom as soon as your deal registration and discount rules are specific. The specification is what prevents change orders: it must cover 12 sections, not just a list of pages.
The 12 essential sections of the specification
A reseller extranet specification describes uses, business rules and data flows. Here are the sections not to miss, with the expected level of detail.
| No. | Section | Expected content | Share of build budget |
|---|---|---|---|
| 1 | Context and goals | Number of resellers, share of indirect revenue, target KPIs | None |
| 2 | Partner types | Tiers (silver, gold), rights per tier | 5% |
| 3 | Account management | Creation, approval, multiple users per reseller | 8% |
| 4 | Marketing assets | Library, co-branding, tracked downloads | 10% |
| 5 | Deal registration | Submission, 90-day protection, duplicate detection | 15% |
| 6 | Pricing and discounts | Price lists per tier, net prices, quotes | 12% |
| 7 | Training and certification | Modules, quizzes, badges | 10% |
| 8 | Orders and tracking | Ordering or link to the ERP | 12% |
| 9 | Integrations | CRM, ERP, SSO, email tool | 15% |
| 10 | Reporting | Reseller and management dashboards | 8% |
| 11 | Non-functional requirements | Security, GDPR or CCPA, performance, accessibility | 5% |
| 12 | Plan, acceptance, exit | Milestones, acceptance criteria, code ownership | None |
Sections 5, 6 and 9 account for over 40% of the budget. They are also the ones a vague specification leaves open, with the overruns that follow.
Custom or PRM platform: the 5-year calculation
PRM (Partner Relationship Management) platforms offer a fast start. Their limits show with specific business rules: negotiated deal protection, discounts per product family, integration with an industrial ERP.
| Item | Off-the-shelf PRM | Custom extranet |
|---|---|---|
| Specification | USD 1,800 to 3,500 (configuration) | USD 3,500 to 7,000 |
| Implementation | USD 9,500 to 23,000 | USD 29,000 to 58,000 |
| Recurring cost | USD 1,200 to 4,700 per month | Maintenance at 15 to 20% per year |
| 5-year total cost (mid-range) | About USD 195,000 | About USD 88,000 to 100,000 |
| Time to launch | 1 to 2 months | 3 to 5 months |
| Specific business rules | Limited to configuration | Unlimited |
| Data and code ownership | Vendor | You |
A PRM still makes sense to test a partner programme over 12 to 18 months. Beyond 100 active resellers with their own discount rules, custom costs roughly half as much over 5 years.
How to write it without mistakes
Start from real journeys: interview 5 to 8 resellers from different tiers and 2 internal sales reps. Write each business rule in testable form ("a registered deal is protected for 90 days, extendable once by 30 days on channel manager approval"). Prioritise with MoSCoW: a first release limited to sections 3 to 6 often fits within USD 29,000 and goes live in 3 months. Attach real files: price list, CRM export, sample assets.
Mini case study
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Emily, VP of channel sales at a software publisher in Austin, manages 150 resellers who generate 55% of revenue. A PRM platform is quoted at USD 3,300 per month plus USD 17,500 setup: over 5 years, 3,300 × 60 + 17,500 = USD 215,500. Custom: specification USD 5,300, build USD 49,000, maintenance USD 8,800 a year, so 5,300 + 49,000 + 44,000 = USD 98,300 over 5 years. Difference: USD 117,200. Her decisive argument with the board, though, was deal protection: channel conflicts cost her about 6 lost deals a year.
FAQ
How long is an extranet specification?
Between 25 and 50 pages for 150 resellers, appendices included. Beyond 80 pages, the teams who must approve it rarely read it.
Can we write the specification in-house?
Yes, if a project manager spends 10 to 15 days on it. Outside support at USD 3,500 to 7,000 mainly brings structure, testable rules and a competitive tender among 3 vendors.
Should the CRM be integrated in the first release?
For deal registration, yes: without CRM sync, duplicates come back. Budget USD 4,700 to 9,500 for integration with a mainstream CRM.
What security should we require?
Strong authentication or SSO, rights per partner tier, a download log and hosting in your region. A security audit costs USD 3,500 to 8,000 before launch.
How do we measure adoption?
Track monthly active resellers (target 60% at 6 months), registered deals and asset downloads.
Let's scope your project. Tell us your number of resellers, your discount rules and your CRM and ERP tools, and we will price the specification and a phased build. Detailed quote within 48 h. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
