You choose between FIRST, FLEXIBLE and FREEDOM based on the customer profile. FIRST is the quick foundation without phishing, suitable for small customers who want to get started swiftly. FLEXIBLE adds unlimited phishing simulations with which you measure behaviour and adjust course, and this is where most customers start. FREEDOM adds a custom domain, integrations and custom content, for customers who want to run awareness as their own service. Together, the three packages form a natural growth path.
See exactly what FIRST, FLEXIBLE and FREEDOM contain and which package suits your customer.
View the packagesOne of the first questions a customer asks you is which package they need. The answer is not a matter of recommending the most expensive one, but of matching the customer's profile to the right package. Choose too light, and the customer misses what they need. Choose too heavy, and they pay for features they do not use. In both cases, that harms trust, whereas a fitting choice lays the foundation for a longer relationship.
This article gives you the selection logic per customer profile, plus what each package means for your sales conversation. It connects to "How to sell security awareness in a conversation" and to your revenue model from "How to build a revenue model around security awareness".
The three packages in brief
All three packages contain the platform, the up-to-date content and the reporting. The difference lies in how far you can go with measuring, testing and integrating. The table below lists the most important differences.
| What the package offers | FIRST | FLEXIBLE | FREEDOM |
|---|---|---|---|
| Platform, SSO, reporting and branding | ✓ | ✓ | ✓ |
| Add your own content | ✓ | ✓ | ✓ |
| Phishing simulations | no | ✓ unlimited | ✓ with custom templates |
| Develop your own content | no | optional | ✓ included |
| Custom domain (white-label) | optional | optional | ✓ |
| Integrations (API, BI, AFAS) | no | no | ✓ |
FIRST: the quick foundation
FIRST lays a strong awareness foundation without any fuss. The customer gets the platform, the content and the reporting, and you can roll out the programme within a few weeks. Phishing simulations are not included, so this package is about building knowledge, not about testing behaviour. Your sales message is simple: a professional foundation that is up and running quickly and shows that the organisation takes awareness seriously.
FLEXIBLE: measure and adjust
FLEXIBLE adds unlimited phishing simulations, and with those you can show whether behaviour really changes. This is the package most customers start with, because it takes the step from training to demonstrable results. Your sales message focuses on evidence: you measure how employees respond, you adjust course where needed, and you deliver the figures an organisation needs for its compliance.
FREEDOM: your service, your brand
FREEDOM adds a custom domain, integrations with API, BI and AFAS, custom phishing templates and the development of your own content. With this, you run awareness as your own service, under your own brand and within the customer's systems. Your sales message is about ownership and customisation: this is no longer a bought-in platform, but a service that fits you and the customer completely. This is also where your highest margin sits, as described in the revenue model article.
Which package suits which customer
The choice becomes simple as soon as you look at the customer's profile. Use the table below as a starting point for your advice.
| Customer profile | Package | What you tell them |
|---|---|---|
| Small organisation, limited budget, wants to start quickly | FIRST | "A strong awareness foundation that is up and running within a few weeks." |
| Wants to know whether it works, needs compliance (NIS2, GDPR) | FLEXIBLE | "We use phishing to measure whether behaviour really changes, and we adjust course." |
| Strategic customer, own brand, integrations and customisation | FREEDOM | "Awareness becomes your own service, under your brand and within your systems." |
If you are torn between two packages, choose the lighter one and keep the heavier one in reserve as a growth step. A customer who experiences quick results grows of their own accord, and that growth is, for you, the natural next sale.
The growth path: from FIRST to FREEDOM
The three packages are not only separate choices, but also a path along which a customer grows. Many partners start a customer on FLEXIBLE for the evidence, and then grow them on to FREEDOM for the own brand and the margin. By walking that path deliberately, you build up your revenue per customer steadily.
The transitions usually follow a clear signal. A customer on FIRST who asks whether the programme really works is ready for FLEXIBLE, because with phishing you give them the answer. A customer on FLEXIBLE who wants to run it under a custom domain or link it to their own systems is ready for FREEDOM. The quarterly conversation from "How to turn your quarterly report into a sales moment" is the natural moment to propose such a next step.
How to use this in your conversation
Never start with the package, but with the customer's need. "How to sell security awareness in a conversation" sets out the full sales method in six steps, and the package choice belongs to step four: you present the package that matches the need you established beforehand. So first ask what the customer wants to achieve, whether they want to measure behaviour and whether they want to run awareness under their own brand. From those answers, the package follows of its own accord, and your advice then feels like a logical conclusion rather than a sales decision.
If you want to master this approach fully, use the Partner Sales Playbook, which sets out the 2LRN4 sales method step by step. Remember that a package choice is not an endpoint, but a starting point that grows along with the customer. Get in touch to discuss which package suits which customer profile and how to set up the growth path.
Sources for further reading
You will find the full comparison of FIRST, FLEXIBLE and FREEDOM on the packages page, and the corresponding prices on the pricing page. The sales method behind this advice is set out in "How to sell security awareness in a conversation" and the Partner Sales Playbook.
Related on partnership
How to sell security awareness in a conversation · How to build a revenue model around security awareness · Partner Sales Playbook
FAQ
What is the difference between FIRST, FLEXIBLE and FREEDOM?
All three contain the platform, the content and the reporting. FIRST is the foundation without phishing simulations. FLEXIBLE adds unlimited phishing simulations with which you measure behaviour. FREEDOM adds to that a custom domain, integrations with API, BI and AFAS, custom phishing templates and the development of your own content.
Which package do most customers start with?
Most platform customers start with FLEXIBLE, because this package contains the phishing simulations with which you demonstrate whether behaviour really changes. It takes the step from training to measurable results, which an organisation needs for its compliance and for the substantiation towards the management team.
When do you recommend FREEDOM?
FREEDOM suits customers who want to run awareness under their own brand and domain, who want to link it to their own systems via API, BI or AFAS, or who want to develop their own content. It is also the package with the highest margin for you as a partner, because with it you deliver a complete service under your own brand.
Which package do I choose when in doubt?
When in doubt, choose the lighter package and keep the heavier one in reserve as a growth step. A customer who experiences quick results grows of their own accord, and that growth is, for you, the natural next sale. Going in too heavy means the customer pays for unused features, which harms trust.
How do I propose a move up to a higher package?
Use the quarterly conversation as the moment. A customer on FIRST who asks whether it works is ready for FLEXIBLE. A customer on FLEXIBLE who wants a custom domain or integrations is ready for FREEDOM. Let the figures and the customer's wish carry the proposal, so that the move up feels like a logical next step.