Greenly, a carbon accounting software startup backed by Hewlett Packard Enterprise, has launched Greenly Pro -- a set of tools that empowers consultants and other types of partners to sell, support and monetize the sustainability-focused software.
The partner-centric software arrives at a key time for Greenly and the carbon accounting software market. Indeed, dozens of companies offer carbon accounting software. But in many cases, those software companies sell the SaaS applications directly to end-customers, or only work with global systems integrators such as Deloitte, Ernst & Young (EY), KPMG or PriceWaterhouseCoopers.
Alas, many carbon accounting software companies have yet to engage IT channel partners -- including boutique consultants, value-added resellers (VARs), managed IT service providers (MSPs), and financial accounting firms that are extending into carbon accounting.
Can Greenly Pro Empower Carbon Accounting Partners?
Amid that backdrop, Greenly is striving to build a worldwide partner program. The effort involves the newly launched Greenly Pro offering.
Sustainable Tech Partner went searching for more details. Soline Medrinal (pictured, top of page) head of global partnerships at Greenly, replied to our inquiry with in-depth perspectives.
Among the key takeaways, Medrinal asserts: Greenly Pro partners can generate both recurring revenue (via referral fees, resell margins, and ongoing services) and one-time revenue (via deployment engagements). The flexibility of the platform allows consultants to tailor their approach based on client needs and their own business model, maximizing their revenue potential and return on investment, she says.
Greenly's Recent Business Growth
Assuming the partner program gains global traction, Greenly may be poised to further accelerate its growth.
Among the business highlights from 2024 to January 2025, Medrinal shared these anecdotes:
Customer Growth: Greenly has expanded from around 2,000 customers at the start of 2024 to over 2,500 customers as of early January 2025.
Employee Growth: The Greenly team has grown to 231 employees, up from around 180 employees at the beginning of 2024.
Other Notable Achievements in 2024: The software platform now manages 100 million tons of CO2e, a significant increase from earlier in 2024, she said. Also, the company expanded its market presence to include France, the United States, the United Kingdom, and Germany. And greenly completed a Series B funding round of €49 million in early 2024.
When we asked for more details about the partner program, Medrinal sent us a detailed reply. Below is a look at our e-mail interaction. In some cases, we've paraphrased the reply.
Soline Medrinal, head of global partnerships, Greenly
Sustainable Tech Partner: Does Greenly Pro align with your partner programs for referrals, resellers and solutions providers? If so, how so?
Medrinal: Greenly Pro is a product designed for consultants, accessed via a flat license fee ($1,000 per year per consultant). It enables consultants to:
Manage client accounts, open and configure modules for them, get trained / certified to make the best use of the platform;
bill their own implementation / consulting services; and
engage clients through two contracting models: referral or reseller.
The software features Referral Model Compatibility. That means Consultants using Greenly Pro can recommend Greenly's platform to their clients. In this case:
Contracting: The client signs a direct contract with Greenly. Greenly handles the client’s software billing.
Consultant’s role: Consultants bill their own services (e.g., onboarding, implementation, training) separately from the software.
Revenue streams for consultants include:
Referral fees (optional - not always requested by partners) Greenly pays consultants a fee for referring new customers who sign up for the platform.
Implementation services revenue:Â Consultants retain income from the services they provide directly to the client. This is the main revenue stream.
This setup mirrors Greenly’s referral partnership model, where partners introduce new clients to Greenly, earn a referral commission, and maintain control over their service billing.
The software also features Referral Model Compatibility. In this case: Consultants can resell the Greenly platform directly to their clients. In this scenario, consultants remain the single point of contact for their clients, bundling the Greenly software with their own services. The consultants can resell the Greenly platform to their clients at a price they determine, creating their margin.
The resulting revenue streams for consultants include profit on resale, and service revenue -- in which case consultants can bundle their own services (e.g., ongoing management, advisory) into the package they sell.
Why it aligns with Greenly’s reseller program: This model matches Greenly’s reseller partnership, where partners take ownership of the client relationship and pricing, while integrating Greenly’s product into their overall offering.
Sustainable Tech Partner: Is Greenly Pro available worldwide or will you launch in particular regions before extending to other regions?
Medrinal: Greenly Pro is available worldwide, as the platform is location agnostic and can be used in any region without restrictions.
Sustainable Tech Partner: How long does it typically take consultants to get up to speed on the software?
Medrinal: Consultants typically take about two weeks to get up to speed on Greenly Pro. Here’s a more detailed breakdown of the onboarding and training process:
1. Initial Training and Certification (two weeks)
Consultants go through video-based training and complete the certification program. Video training path for GHG accounting accounts for 6 hours in total with practical exercises.
This is guided by Greenly’s Implementation Manager Specialist, who supports the consultant throughout the process and delivers the certification upon completion.
2. Hands-On Learning on a First Project:
Consultants are encouraged to secure their first client project early in the process.
This allows them to immediately apply the methodology learned during training in a real-world context.
3. Close Support During Early Projects:
Greenly’s Implementation Manager Specialist provides close guidance during the consultant’s first projects.
This ensures the consultant gains confidence and mastery in using the platform effectively and delivering value to their clients.
By combining structured training with practical, hands-on experience and close support, Greenly ensures consultants are well-equipped to take full control of the platform and start driving results for their clients quickly.
Sustainable Tech Partner: Let's go deeper on the partner revenue models. Can Greenly Pro partners earn monthly recurring revenue or do you see the consulting opportunity as a one-time deployment engagement for each customer that a consultant engages?
Medrinal: Greenly Pro partners can earn recurring revenue and also benefit from one-time deployment engagements, depending on how they structure their offerings. Here’s a breakdown of the revenue opportunities:
1. Recurring Revenue Opportunities
Referral Fees: When using the referral model, consultants can earn recurring referral fees from Greenlyfor clients who maintain active subscriptions on the platform.
Resell Margins (Recurring): In the reseller model, consultants control pricing for the Greenly license and can create ongoing margins on the subscription fees they charge their clients.
Ongoing Service Contracts: Consultants can offer continuous services, such as platform maintenance, monitoring, and strategic insights, creating regular income streams. These high-value services may include periodic sustainability assessments, emissions reporting, or strategy updates based on platform data.
2. One-Time Engagement Opportunities
Implementation and Deployment Services: Consultants can charge for the initial platform setup and onboarding process for their clients, generating one-time revenue.
Strategic Insights and High-Value Deliverables: Consultants can bill for specific, project-based services like sustainability strategy development, emissions reduction plans, or compliance reporting tied to client needs.
3. Indirect Benefits Leading to Higher ROI
Faster Project Delivery: Greenly Pro helps consultants save time on implementation and project management, enabling them to handle more clients and boost overall profitability.
Upselling Opportunities: The platform’s reporting and insights identify areas where clients can improve their sustainability strategies, making it easier for consultants to upsell additional services or projects.
Bottom Line Perspectives From Sustainable Tech Partner
Greenly sounds serious about building and empowering a partner ecosystem. The Greenly Pro launch sounds promising, but the company will face intense competition from numerous software business.
Example rivals include startups as well as entrenched cloud platform providers and ERP application providers that are moving into the carbon accounting software markets through home-grown software development or partnerships.
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